Customer Case Study
Zambon Maximizes the Value of Their Distribution Partnerships with Inova Software
Zambon is a multinational pharmaceutical and chemical company that focuses on innovation and development with the aim to improve the quality of people’s health and patients’ lives. The company is well-established in 3 therapeutic areas: respiratory, pain and women’s care. Additionally, Zambon is currently pursuing a new challenge: working on the treatment of specialties and rare diseases, such as Parkinson’s disease and Cystic Fibrosis. Zambon has about 2800 employees and is present in 20 countries.
The Distribution team’s mission is to maximize the availability and sales of Zambon’s well-established brands through distribution partnerships in locations where Zambon is not present. Once a contract has been signed, the Distribution team is also responsible for managing and maximizing the value of the partnership. All of these activities generate an enormous amount of information. The team had been using Excel and shared folders, but needed a better way to share, organize and leverage their data.
The Distribution team looked for a solution that would both support their specific processes and make it easy to store, find and share information. Inova Software was quickly the top choice, since it is designed for the life sciences and was already used by Zambon’s BD&L team, who were happy with the solution. With just minimal configuration, the Distribution team had a partnering software perfectly tailored to their needs and procedures.
Inova centralizes key information such as market data, distribution agreements, marketing materials, sales numbers and expectations. Using Inova’s workflows and reviews, the Distribution team efficiently tracks and evaluates new opportunities. The Distribution team also uses Inova to manage their agreements with partners. With everything in one place, the Distribution team has a clear overview of their activities, helping them to expertly spot promising opportunities, maximize the value of their partnerships, and stay aligned with strategic goals.
“Inova puts the information I need at my fingertips, helping me decide which partner is the best fit for my product portfolio.”
Fast implementation and immediate value
Zambon is a pharmaceutical and chemical company present in 20 countries with subsidiaries on three different continents – Europe, America and Asia. It has manufacturing units in Italy, Switzerland, France, China and Brazil, and its products are commercialized in 84 countries. Zambon produces high quality products by managing the whole production chain which involves Zach (Zambon chemical), a privileged partner for API, custom synthesis and generic products.
In locations where Zambon and its subsidiaries are not present, the Distribution team searches for, evaluates and manages partnerships to distribute Zambon’s products. For example, when entering a new territory, the Distribution team looks for the right partner to expand their well-established brands. This typically requires gathering and analyzing information about the market and the companies present, before deciding which company is the best fit. From there, they decide which products to include in the partnership. However, the Distribution team also manages opportunities with existing partners, for instance, if the partner is willing to expand their product portfolio or the territories they cover.
Once a contract is signed, the Distribution team tracks and manages the agreements and partner relationship. To help them better organize and leverage their data, Zambon chose Inova Software to manage their partnering activities.
A Clear Overview of All Their Activities
Inova puts all of the Distribution team’s partnering information in one place including contacts, meetings, emails and documents. By centralizing their information, the Distribution team has a clear overview of all of their activities and know exactly where they stand with each partner and opportunity. For example, the Distribution team can quickly determine which partner is the most reliable, has the biggest turnover, is the right kind of specialist and more.
Evaluating Opportunities Efficiently with Workflows Designed for Distribution
The Distribution team uses detailed workflows, including due diligences & reviews, to evaluate opportunities. In one glance, the Distribution team sees the status of the opportunity as well as the next steps and on-going activities. A standardized workflow keeps the team aligned and ensures that everyone is following the same process.
All information remains attached to the opportunity for easy referral in the future. For example, if an opportunity is declined, the Distribution team can quickly check the review to learn why.
Maximizing Value through Alliance Management
Once a contract is signed, it is up to the Distribution team to manage and maximize the value of each partnership. Inova centralizes key information such as sales data, market data, marketing plans and marketing activities. With a full history of their interactions, discussions and agreements with their partner in one place, the Distribution team is better able to evaluate the partnership and maximize its potential.
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