Case Study: Kowa Pharmaceuticals America: Outsourcing Sales Operations

25 October 2016


Kowa's 2008 entry into the US market helped realize the Japanese company's vision of a global pharmaceutical organization. Focused in cardiometabolic therapeutics, Kowa encountered challenges common to fast-growing sales forces in complex selling environments. Chief among these was establishing a sales operations function capable of enabling a productive, effective sales force.

In this session, Kowa describes how it overcame early struggles with inaccurate data, misaligned incentives, and poor reporting insights to provide its sales force with world-class sales operations support. Rethinking existing investments in in-house resources, Kowa outsourced the bulk of its sales operations, while improving brand quota attainment 14%, and dramatically improving sales performance management and support levels across a broad spectrum of deliverables.

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