This document discusses Sanofi-Aventis' transformation of its financial performance management in Asia Pacific through the deployment of a standardized core model in IBM Cognos TM1. Key points: - Sanofi-Aventis is a global healthcare leader with diversified medicines and vaccines in 100+ countries. - Previously, each local operation had different non-standard planning and reporting processes, making regional visibility difficult. - The project aimed to build an analytics platform for standardized planning/reporting across APAC, going mobile, and accelerating key finance processes. - PMsquare partnered with Sanofi to deploy the core TM1 model to 3 countries every 6 months, balancing standardization

1. Financial performance management at Sanofi-Aventis
TRANSFORMING BIG PHARMA

2. Transforming Big Pharma
SPEAKERS
SANOFI-AVENTIS AND PMSQUARE
Head of Information Management and
Analytics APAC region
Currently Head of Global Controlling Core
Model
Yazid Helissi
Sanofi-Aventis
Solution Architect
IBM Information Champion
Yuri Kudryavcev
PMsquare
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3. Transforming Big Pharma
● Global healthcare
leader focused on
patients’ needs;
● Engaged in research,
development,
manufacturing and
marketing of health
products;
● Diversified offer of
medicines, vaccines
and innovative
therapeutic solutions;
● Present in 100
countries;
● NET sales of EUR
33.7 billion in 2014.
ABOUT SANOFI-AVENTIS
4TH LARGEST WORLD PHARMA
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4. Transforming Big Pharma
Award winning PMsquare is the first accredited
Business Analytics Business Partner in ASEAN
and first Business Analytics Business Partner
worldwide to achieve accreditations in multiple
countries in which they operate.
Top verticals: Pharmaceuticals, Transportation,
Retail, Manufacturing, Consumer Goods and
Automotive.
Product capabilities: IBM Cognos BI, TM1, EP,
SPSS, DataStage, Apparro Fast Edit.
Customer summary:
• more than 50 clients;
• deployed in 20+ countries.
ABOUT PMSQUARE
BOUTIQUE CONSULTANCY
Locations: Singapore, Australia, USA, Philippines, Germany
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5. Transforming Big Pharma
PROJECT BACKGROUND
PLANNING IN ASIA PACIFIC (APAC)
1. Local operations in each
country following different,
non-standard business
planning and reporting
processes.
2. It is difficult to gain
visibility of financial and
operational performance
across the region.
1. Build a repeatable
platform for analytics.
2. Go mobile.
3. Accelerating key finance
processes.
Goals:Issues:
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6. Transforming Big Pharma
DEPLOYMENT TIMELINE
3 COUNTRIES EVERY 6 MONTHS
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7. Transforming Big Pharma
• Core model + adjustments for every country
• Standard functionality — «core» template
• Local adjustments to create compelling business
benefits
one
localadjustments of a core model
model for everyone
• Single development effort
• Fast rollout
• Inflexible
• A lot of parameters
• Large
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HOW TO DEVELOP A TEMPLATE
ONE MODEL OR LOCAL DEPLOYMENTS?

8. Transforming Big Pharma
CORE MODEL APPROACH
INTRODUCTION TO THE CONCEPT
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9. Transforming Big Pharma
CORE MODEL APPROACH
TEMPLATE FOUNDATION
Foundation:
collection of standard functionalities to
ensure that minimum group requirements for
reporting of planning exercise are met
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10. Transforming Big Pharma
CORE MODEL APPROACH
REVENUE TEMPLATES
Gross margin and revenue
cluster:
set of TM1 sub-modules to
increase quality of planning
and analytics for revenue
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11. Transforming Big Pharma
REVENUE TEMPLATES
DEEP DIVE INTO PROFIT
● Demand planning based on
actuals or different product or
market models
● Pricing model discount
campaigns and government
health cuts
● Sales force targets
● Price and volume analysis
3 DAYS
SEVEN
saved on Excel files
consolidation
countries have started
involving Product
Managers in forecast
process
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12. Transforming Big Pharma
Expenses cluster:
set of TM1 sub-modules to
increase quality of planning and
analytics for expenses
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CORE MODEL APPROACH
OPEX TEMPLATES

13. Transforming Big Pharma
● Workforce planning
● Project planning
● Local clinical trials, phase 4-5
studies
● Travel planning
3000+
400
employees in HR
planning module in
India
clinical trials
in China
OPEX TEMPLATES
DEEP DIVE INTO EXPENSE DRIVERS
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14. Transforming Big Pharma
Reporting and dashboard:
financial dashboard
available for iPad and
desktop
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CORE MODEL APPROACH
CONSOLIDATION AND REPORTING

15. Transforming Big Pharma
● Product P&L
● Allocations by sales force, sales,
headcount etc.
● Pre- and post-allocation checks
● Multiple currencies and different
FX rate types
● Automated export to «corporate»
systems
● Top-level adjustments
<3 MIN
TWO
to re-allocate &
produce consolidated
reports
weekends saved for
BBQ
CONSOLIDATION AND ALLOCATION
ANALYSING PRODUCT PERFORMANCE
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16. Transforming Big Pharma
REPORTING
MOBILE INSIGHT
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17. Transforming Big Pharma
REPORTING
DESKTOP E-CONTROLLER
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18. Transforming Big Pharma
FEEDBACK
WHAT END USERS TELL US
1. Intense change management
with final users.
2. Less flexible than Excel.
3. The system is very sensitive
to master data.
1. Automated consolidation —
no need to run processes
manually or collect Excel files.
2. Fast calculation.
3. Users like automated actual
uploads.
4. Less copy&pasting!
Negative:Positive:
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19. Transforming Big Pharma
TYPICAL ARCHITECTURE
SYSTEM COMPONENTS
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TM1
TM1

20. Transforming Big Pharma
PROJECT STEPS
3 MONTHS TO DEPLOY A COUNTRY
Initiate Project
• Scoping
• Meeting minutes
Design the system
• Excel mockups
• Design document
Build
• Working prototype
Deployment to
test environment
Train the controllers
UAT
Deployment to
production
Production support
Review
Iterative approach of
design and build
Controllers train users
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21. Transforming Big Pharma
DOING THINGS REMOTELY
ALL PROJECTS DONE OFF-SITE
Local commitment
● Dedicated time;
● Change management;
● Local champions.
Tender love and care
● Fast and proactive;
● Daily meetings;
● Always in touch.
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22. Transforming Big Pharma
DEVELOPING THE TEMPLATE
TECHNICAL SIDE
Ease of maintenance
● Power to the users;
● Automated error checks;
● Don’t overdevelop;
● «No» to complex ideas.
Building up complexity
● Best practices from every
country;
● Lego-model deployment;
● Revisiting existing
deployments.
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23. Other projects worth mentioning
NOT ONLY FINANCIAL PLANNING

24. Transforming Big Pharma
PLANET
CENTRAL FUNCTIONS CONTROLLING
● Tracking costs per
function or project
across the whole
Sanofi
● Top-level
adjustment
● FX variation
● Central & local
controllers
● 10,000+ cost centre
● 70+ currencies
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25. Transforming Big Pharma
CASA
R&D CLINICAL TRIALS FORECASTING
● Local and multi-country studies
● Study planning and tracking
● Actual data from local systems
● Various cost phasing
methodologies
● 50+ countries added in 4 months
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26. MERCI
Yuri Kudryavcev
Solution Architect
PMsquare
ykud@pmsquare.com.au
Yazid Helissi
Head of Global Controlling Core Model
Sanofi-Aventis
yazid.helissi@sanofi.com