This document discusses building trust and disrupting comfort zones in sales organizations through data and analytics. It describes the history of data challenges at Sanofi Genzyme Canada, including issues with outdated and untrustworthy data. It outlines the team's strategy to implement Qlik software to create a single source of truth, build user participation, and enable empowerment through self-service analytics. The document discusses dashboard development, training, creating data relationships and trust with sales teams through understanding data, speaking the same language, and providing proactive engagement beyond just numbers.

1. Building trust and disrupting
comfort zones in sales
organizations
Michael Gottlieb Head, Business Operations
Richard Cioci Business Intelligence Lead
Michael Plevan Sales Operations Lead

2. Anita Relapsing Multiple Sclerosis  Norway
Sanofi Genzyme Canada
Building Trust and disrupting comfort zones in sales organizations
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3. Business Operations - Canada
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Achieving operational excellence for Sanofi
Genzyme Canada through trusted, strategic
partnerships

4. Business Operations Team Value Chain
Operational
Excellence
Project
Management
COE
Patient Support
Leadership
Sales Force
Performance
analytics and
metric driven
operational
oversight
CRM
management
and strategy
Corporate
planning and
business
intelligence
Training and
Field Force
Effectiveness
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5. Agenda
●Data beginnings at Sanofi Genzyme Canada
●Team Development, Project Leadership and Data Stewardship
●Partnering for Value
●Dashboard Development & Training
●Creating Data Relationships & Trust

6. History of Data and Operations
Challenges and User Questions:
● Excel files are clunky…they don’t work on the road (mobile)
● Which is the most recent version of the data?
● Where did my data come from?
● You can’t possibly understand…
● Did you use the right data?
● Can we TRUST the data?
● Why does my report not match….?

7. Data Landscape, why Qlik®?
●Opportunity to build trust, gain user
participation and enable empowerment
● Build the BI sandbox, share tools, and
encourage questions
● Removes the requirement for a
specialized data scientist
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8. Team Data Strategy
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●Boldly leave no data behind
●Create Data Steward
●Trusted partner and framework for decision making

9. Analytics in action
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https://www.youtube.com/watch?v=APxGubAkOz0

10. Alignment
Engagement
Qlik®
Strategy
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• Purview of Qlik Systems
• Roadmap & Timeline of Dashboards
• Integration with other systems
• Integration into onboarding and
ongoing training
• Senior Leadership
• Sales Leadership
• Reps and End Users
• Company Data Stewards

11. Engaging your teams
●Dashboard Development; Agile methodology
●with continued feedback/upgrade loop after completion
●User training
●Basic Starter Videos
●Dashboard specific Videos
●Dashboard info WebExs
●Face to Face small group training
●One on One Work Withs
●Job is never done
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12. In House
●Data Strategy
●Warehouses?
●Stay nimble
● QVDs and CSVs
● Data Lakes (Neil Hepburn PwC)
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13. Layouts
●Simplify the look and the flow
●Use all the real estate
●Reduce special cases
●User testing!!!
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14. Sharing is Caring
●Dashboard Distribution
●Section Access
●User groups and
Developer Sessions
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15. Creating Relationships & Trust
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Do YOU
Understand the
Data?
Qlik = Truth
Speak the Right
Language
Sales
Leadership
Sales Rep
Personality
Data into Intel
Beyond the #s
Proactive
Engagement
≠ Data Apathy

16. Creating Relationships & Trust
●#1: Do YOU understand the Data?
●If not, you’re going no where fast
●Make Qlik the Source of Truth
●Kill the Ad Hoc Request
●Always Speak the Qlik Language
●Same information used by everyone to make
decisions & give explanations
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17. Creating Relationships & Trust
●Data into Intelligence
●#s don’t mean much to Sales – how do you
make the data actionable at a territory or
customer level?
●Understand the Sales Leadership
●Do they understand the high level messages
in the data? Understand the link to
performance?
●The Many Personalities of Sales
●Know your audience & comfort level with
talking data
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18. Creating Relationships & Trust
● Dialogue Beyond the Numbers
● Data is only ½ of the discussion that needs to happen
● What is REALLY going on in the field – this is the
Jackpot of intel
● Avoid Data Apathy
● Continuity & Consistency – Avoid the “data fire hose”
effect
● Pick and choose the best key drivers to explain
results
● Proactive Engagement
● Sales will always come to you for answers to their
questions – get to them first
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19. Ian | Fabry Disease | Australia
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Thank you
Michael Gottlieb Head, Business Operations
Richard Cioci Business Intelligence Lead
Michael Plevan Sales Operations Lead