GlaxoSmithkline - Case Study

Sales Intelligence and Analytic Planning Applications

GlaxoSmithKline (GSK) is one of the worlds leading research-based pharmaceutical companies, with a powerful combination of skills and resources that provides a platform for delivering strong growth in today's rapidly changing healthcare environment. Headquartered in the UK, with operations based in the US, GSK is one of the industry leaders, with an estimated seven percent (7%) of the world's pharmaceutical market. GSK has leadership in four major therapeutic areas - anti-infectives, central nervous system (CNS), respiratory and gastro-intestinal/metabolic. In addition, it is a leader in the important area of vaccines and has a growing portfolio of oncology products.
GSK Italy is a market leader operating both in the pharmaceutical and in the Consumer Healthcare markets. With two plants and an R&D center well known throughout Europe.

BOARD Solution
The project includes three main area:

  • Sales Planning & Control: Support to Product Managers in the planning process specifically their Forecasting, Budgeting and three -Year plan.
  • Financial Planning & Control: Support to functional managers in monitoring costs and in creating economic and financial plans specifically for their Forecast, Budgeting and three -Year Plan.
  • Sales Force Intelligence: Web access to market data (IMS) and salesperson target variance analysis, fully integrated within the GSK company portal. This access is personalized based on individual management and geographic responsibilities.


Business Benefit
BOARD allows the management of large volumes of data with simplicity and low costs. However, the biggest strengths are the simulation support and the flexibility in adapting the multi -dimensional model to our ever-changing business needs. This was been proved in the field when we had to review the Intelligence processes after the 2000 merger of GlaxoWellcome with SmithKline Beecham. I have been familiar with BOARD for a long time and have always appreciated the uniqueness of the toolkit approach. The combination of this, with the expertise and the methodology of SDG consulting were the key factors in our software selection. As we expected, the simple but very powerful and very scalable BOARD architecture allowed us to concentrate on the business issues, with minimal resource investment on the systems and hardware infrastructure" said Paolo Pogliani Vice President Information Technology Italy

Within GSK, BOARD currently delivers more than 600 reports and charts and approximately 300 Web pages. In addition, the planning process is supported by 50 different forecasting and cost allocation models.