Healthcare

Supplier / distributor

Provide mission critical information to field sales managers and reps

• relational data warehouse
• extraction, transformation, load from distributor transaction system (50,000 catalog items)
• business intelligence for sales & marketing managers
• extracts for individual sales territory performance
• territory databases
• financial models for reviewing individual contract performance & product bundling strategies
• preloaded applications on sales reps' PCs
• project management

• linked with decision support system (see separate project) used by management so that information is consistent
• PC-based solution is packaged for use by sales reps who have no technical background
• includes market potential and financial model which reps successfully use to secure larger business deals
• first deployment of a data warehouse, or information repository, now commonly used industry terms
• this decision support system becomes an industry benchmark used by Center for Information Systems Research (CISR) at MIT Sloan School
• field sales support is decentralized, so each division takes ownership