Daiichi Sankyo
Planning and reporting inside Power BI
Daiichi Sankyo is a global pharmaceutical company headquartered in Tokyo, with a research heritage of more than a century and a present-day focus on innovative oncology medicines. The group operates across more than 30 countries, with its European organisation headquartered in Munich.
Daiichi Sankyo was formed in 2005 through the merger of Sankyo Co. and Daiichi Pharmaceutical, bringing together two Japanese research companies whose roots reach back to the end of the nineteenth century. Today the group develops and delivers medicines across oncology and specialty care, and is widely recognised for its work in antibody drug conjugate science.
Its affiliates in Europe, North America and Asia run their own commercial, medical and finance organisations, which makes consistent planning, master data and reporting across entities a genuine operational discipline rather than an afterthought.
- ✓ Industry: Pharmaceuticals and life sciences
- ✓ Founded: 2005, from two companies established in 1899 and 1915
- ✓ Headquarters: Tokyo, Japan. European HQ in Munich, Germany
- ✓ Focus: Oncology, specialty medicines and vaccines
When the spreadsheet stops scaling.
How a 250 person pharma sales force sharpened its call planning, in three cycles.
As data and analytics became more central to the organisation, Excel could no longer keep up with the timing and precision the field demanded. Sales force planning for a 250 person team relied on spreadsheets that could not be worked in simultaneously, and that carried no reliable link back to the reporting layer.
Two requirements were non negotiable: simultaneous access for a large number of sales representatives, and full compliance with the group's data protection standards.
accoPLANNING was introduced directly inside the existing Power BI reports, so representatives plan in the same place they already read their numbers. Detailed Health Care Professional context sits next to the input grid, giving reps the level of detail they need at the moment they plan.
Writeback goes to Daiichi Sankyo's own database, which keeps scale and governance together rather than trading one for the other.
Three planning cycles have been completed on accoPLANNING, with the sales force adopting it quickly. Planning is faster and more intuitive for the reps, and the numbers land in the reporting model without a manual consolidation step.
We have already run three successful cycles on accoPLANNING, and we are overall happy about the performance and about how quickly our sales force has adopted it.
With data and analytics growing in relevance, timing and precision of call planning were the areas the team struggled with most.
Detailed information on Health Care Professionals had to reach the sales force to ensure precision during planning.
Simultaneous access for numerous representatives, while data protection standards stayed guaranteed.