Case Study: Multinational Specialty Pharmaceutical Company achieves 40% faster sales planning and a single source of truth for customer data with Informatica

Better Data Management Enhances Customer Engagement for Pharmaceutical Company

A multinational specialty pharmaceutical company—known for eye care, gastrointestinal and dermatology products—struggled with fragmented customer and product data after multiple acquisitions. Conflicting records across many systems (CRMs, ERPs, Veeva, third‑party sources and an AWS data lake) undermined sales targeting, compensation and planning, while the company needed a solution that wouldn’t burden its 1,600 field reps.

The company deployed Informatica Multidomain MDM and MDM – Customer 360, plus Informatica Data Quality, Data as a Service and Cloud Data Integration to create a single source of truth, cleanse and enrich contacts, and automate data management. The result: more accurate, timely customer data, improved sales engagement, faster compliance reporting and a 40% faster sales planning cycle (cut from 10 to 6 weeks), giving reps a four‑week advantage and driving expected revenue growth.