Case Study: Novartis achieves rapid sales optimization and faster reporting with TIBCO Software's Spotfire

Novartis Switzerland Rapidly Optimizes Sales Strategy with TIBCO Spotfire Enterprise Analytics Platform

Novartis Pharma Switzerland, part of the global Novartis group, faced the challenge of maximizing sales with the same number of reps while working from limited market data tracked at the “brick” level. Their analysts relied on OLAP, Excel and Access to produce static, time-consuming reports, leaving sales managers dependent on analysts for new views and slowing timely, data-driven decisions about coverage and rep activity.

In 2006 Novartis deployed TIBCO Spotfire, which imported data from SQL, CRM, Excel and other sources with minimal training and delivered interactive visualizations, guided analytics and drilldowns. The sales force gained next-day, physician-level insights, could quickly identify high-potential physicians and optimize coverage and rep productivity, and analysts dramatically reduced report preparation time—resulting in more flexible, dynamic analysis and planned wider company adoption.

Novartis

Eugen Perez

CRM Manager