IM Associates: Introduction
http://www.im-associates.eu
IM Associates | Leuven – Paris – Dusseldorf | www.im-associates.eu

IM Associates: who we are
Consultancy company created in 1997, currently a
team of 15 consultants specialized in implementing
sales & marketing excellence.
Offices in Leuven (B), Düsseldorf (D) and Paris (F).
Active in business-to-business sales & marketing
organisations, with a focus on healthcare &
pharmaceuticals.
Main focus on Belgium, The Netherlands, France
and Germany, but also active beyond.
© 2009 IM Associates S&M Excellence 2

IM Associates’ mission
Our mission is to help our clients acquire sales & marketing
excellence. By consolidating innovation, analytical processes,
people management and intelligent technology we guarantee our
clients competitive advantage, profitable growth and customer
centricity.
© 2009 IM Associates S&M Excellence 3

Sales & marketing excellence requires a step-wise process
Customer insight & impact analysis
Quantitative metrics
Performance Qualitative metrics
Field force incentives management
Field force training
Local or field Campaign based
Territory design Execution in the execution
operations
field
Sales action planning
Campaign tactics &
Sales force sizing channel mix definition
Corporate or head Strategic business
quarters business Customer targets planning Value proposition
simulation base d messaging
GEOmarketing
Value & influence
based segmentation Customer analysis Customer needs
segmentation
Customer data managment
Customer potential modeling
© 2009 IM Associates S&M Excellence 4

IM Associates is active in all pharmaceutical domains
© 2009 IM Associates S&M Excellence 5

IM.products
- Do you want to educate and train your field
force in segmentation & targeting? IM.aligned is the tool for optimising, analysing
- Do you want marketing and support and visualising your sales force territory
managers to experience the benefits of structure. Whether you need an expert opinion
Sales & Marketing Excellence? or you want to do it yourself, all is possible with
IM.aligned.
IM.game is the optimal tool for these purposes.
IM.game is a flexible business game that
can be customized in function of the
objectives you want to achieve with the IM.sourcing helps to fill ad-interim and ad hoc
training. sales & marketing job opportunities. It’s your
temporary sales or marketing colleague.
Net.Monitor is a GEOmarketing software that
visualises customer networks on a map. It IM.profiling is an intelligent software that allows
helps to translate visual influence networks into sales representatives to qualify or profile their
the reality of the field. customers efficiently.
© 2009 IM Associates S&M Excellence 6

IM Associates:
pharma references
© 2009 IM Associates S&M Excellence 7

The corner stone in any CVM implementation is a shift
toward buying potential
The buying potential is the key to translate national objectives into the day-to-
day practice of the sales and marketing teams
© 2009 IM Associates S&M Excellence 8

Customer Value Management is a process !
1. Development of a segmentation model in
a CVM Matrix and assessment of current
sales & marketing investments.
2. Simulate customer evolutions in the CVM
Matrix to achieve the business plan.
3. Determine sales and marketing
investments per segment.
4. Develop action plans for the sales
representatives & marketeers.
5. Roll-out the CVM process in the day-to-
day practice and implement the sales &
marketing action plans.
6. Translate the CVM process into the
ETMS.
© 2009 IM Associates S&M Excellence 9

Contact
www.im-associates.be
0032 16/22 47 43
info@im-associates.be
© 2009 IM Associates S&M Excellence 10