Pharmaceutical Sales Analytics BI

GSK (GlaxoSmithKline) TACT: The Sales Rep's
Best Friend

We built a tactical sales planning system that transformed how GSK pharma reps target physicians. Real-time prescription data, brand loyalty insights, and doctor-level targeting that reps actually loved using.

10% Sales Increase
Real-Time Prescription Data
Unlimited Therapeutic Areas
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01

The Challenge

GSK's pharmaceutical sales reps were flying blind. They had territories full of physicians but no way to know which doctors were most worth their time, which were slipping away to competitors, or what messages would resonate.

The data existed somewhere. Insurance claims, prescription records, call histories, market research. But it lived in dozens of disconnected systems. Reps inherited territories with no context. They couldn't see prescribing patterns, couldn't identify loyalty trends, couldn't prioritize effectively.

Industry research shows 84% of pharma reps miss their targets, and physician access has dropped dramatically. Reps needed a competitive edge. They needed to walk into every meeting knowing exactly what that doctor was prescribing, what competitors were winning, and how to win them back.

84% Reps Miss Targets
50% Doctors Inaccessible
$12.9M Annual Cost of Data Fragmentation

Fragmented Data Sources

Prescription data, insurance claims, call logs, and market research scattered across disconnected systems.

No Targeting Intelligence

Reps couldn't identify high-value physicians, track brand loyalty, or spot doctors drifting to competitors.

Stale Insights

Traditional targeting done annually with historical data, missing real-time shifts in prescribing behavior.

02

Our Approach

We didn't build another CRM that reps would ignore. We built TACT: a tactical sales companion that reps actually wanted to use because it made them better at their jobs.

01

Data Unification

We assembled the complete picture: insurance claims data, prescription records from multiple sources, historical call data, and market intelligence. All integrated into a single, queryable platform.

02

Doctor-Level Analytics

We built individual profiles for every physician in every territory. Prescribing patterns, brand preferences, loyalty trends, competitive exposure. Everything a rep needs to know before walking in the door.

03

Quadrant Visualization

Reps could instantly see their territory mapped by value and loyalty. High prescribers drifting to competitors? They'd see it immediately. Low prescribers with high potential? Prioritized automatically.

04

Message Alignment

Based on each doctor's profile and brand loyalty status, TACT recommended specific messaging strategies. Not generic talk tracks. Personalized approaches based on actual prescribing behavior.

03

The Solution

TACT: Tactical Sales Planning

TACT became the sales rep's best friend. A tactical companion that turned raw data into actionable intelligence, helping reps focus their limited time on the doctors who mattered most.

  • Doctor-level prescription tracking across unlimited therapeutic areas
  • Brand loyalty scoring with competitor analysis
  • Quadrant targeting to prioritize high-value opportunities
  • Real-time messaging recommendations based on doctor profiles
  • Customer segmentation and group comparison tools
  • Head-to-head brand comparison for competitive positioning
TACT Dashboard
TACT tactical sales planning dashboard showing doctor targeting quadrant and brand loyalty metrics
04

The Results

10%
Sales Increase

Reps using TACT saw measurable sales improvements through better targeting and messaging.

Real-Time
Prescription Visibility

See actual prescribing behavior as it happens, not annual historical reports.

Win-Back
Lost Doctor Recovery

Instantly identify physicians drifting to competitors and take action before they're gone.

Loved
By Sales Reps

Unlike most pharma CRMs, reps actually wanted to use TACT because it made them successful.

"TACT was truly the sales rep's best friend. We could see exactly which doctors were falling off, get messaging recommendations based on their brand loyalty, and go win them back. For the first time, we weren't flying blind."
Regional Sales Manager GSK

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