Wipro helped a pharma major save over £60 million through a 10-step Lean framework and also improved topline by increasing salesforce effectiveness
Client Background
Our client is a London-based pharma multinational that specializes in prescription medicines, pharmaceuticals, biologics and vaccines. With about 99,000 employees, it has operations in more than 100 countries. It also makes consumer products that range from skin treatment products, oral health and nutritional products.
Industry Landscape
Expiring patents, pricing pressures driven by unsustainable increases in healthcare costs, increased regulations, with an added challenge of decreased R&D productivity, are redefining the industry landscape for top pharma companies. Big Pharma are, therefore, reinventing commercial models to sustain topline growth.
Opportunity
Our client was witnessing plateauing growth and profits and was dealing with increased regulatory costs and risks. With a portfolio of over 7000 applications, they were faced with increasing complexities and costs across engineering, manufacturing, sales, marketing and finance functions. The client’s IT budget spend as a percentage of revenue was exceeding peer averages.
Therefore, they recognized the need to evolve, stay agile and lean. The aim was to achieve application rationalization, increased standardization and reduced costs. They also wanted to improve effectiveness of their salesforce by transforming the CRM experience, enhancing sales collaboration and call reporting procedures, while tracking sales performance KPIs. Our client wanted to adopt these change initiatives to position themselves better to take advantage of a promising late-stage pipeline that was expected to spur double-digit growth over the next several years.
Solution
We partnered with the client to help it go Lean and streamline operations.
Going Lean
We helped formulate an innovative, Lean 10-step process framework, including:
CRM Transformation
CRM was chosen as a core business transformation area to support sales collaboration.
We integrated an Oracle CRM On-Demand Application with several existing and new applications. This helped:
We implemented a Data Integration and Data Migration solution using WebSphere Message Broker, MQ Series and Informatica tools.
Our custom solution substantially reduced time taken to record call details. This was achieved through:
We also implemented an end-to-end Testing framework. This was executed using model-based Testing using Wipro process automation tools. Using shift-left approach, we automated test case generation and execution from process maps.
The complexity of the overall engagement was high with multiple development streams running in parallel and continued monitoring and support required for several processes already in production.
Business Impact
Wipro has successfully executed over 300 projects for the client over the past 10 years and delivered £820,000 in savings.