Sigma-Tau's products are distributed through very distinct channels including traditional wholesalers, third party service providers, specialized pharmacies, and web/e-commerce channels in different geographies. But without an easy way to see how those elements all worked together, it was difficult to be proactive in business. So the team set out to find a way to improve access to data, reduce data silos, and finally provide up-to-date business information as quickly and frequently as possible across the organization— to enable heads of business units and functional units to identify trends in real time and lead proactively.

1. AT A GLANCE
Sigma-Tau is Changing the Ways
Rare Diseases are Being Treated
1© 2015 GoodData Corporation. All rights reserved.
Company: Pharmaceuticals,
220 employees
Customer Since: 2014
Solution: Enterprise Analytics
Use Case: Pharmaceutical Sales,
Commercial Operations
Favorite Metric:
Executive Dashboard
Best Features:
►► Ease of use
►► Visual superiority
►► Speed of platform
►► Integration with SFDC
Results:
►► Fast adoption rates, 85% of
Commercial Team and 70%
of entire user base use daily
►► Consolidation of data sources
►► Allows entire organization
to access data
►► Marketing and Sales share
access to insight, so they can
work smarter
►► Making faster decisions due to
improved marketing analytics
GO O D DATA CUS TOMER S TOR Y | SIGMA-TAU PHARMACEUTICALS
Determined to Work Proactively vs. Reactive
Sigma-Tau Pharmaceuticals, Inc. is a rare corporation dedicated to creating novel medicines
and therapies for rare diseases. Headquartered in Maryland, they place their considerable
scientific resources behind the discovery, development and distribution of compounds
that benefit the few. “To us, there’s no difference between a disease that affects 300 or
300 million,” explains Vineeth Raja, Director Corporate Projects and Information Services.
“Sigma-Tau Pharmaceuticals develops medicines for patients with rare diseases who are
suffering from unmet medical needs.”
To begin meeting those needs, the business operates in a virtual model by outsourcing
several functions. Their products are distributed through very distinct channels including
traditional wholesalers, third party service providers, specialized pharmacies, and
web/e-commerce channels in different geographies. Without an easy way to see how
those elements all worked together, it was difficult to be proactive in business.
“In the past, one or two people who knew about the various third-party vendor systems
would manually download reports, aggregate them, and then circulate reports in Excel,”
explains Raja. “This was very time consuming, error prone, and was not at all user friendly.
Relevant information was discovered several days after month-end close leading to reactive
decision making.”
And so Sigma-Tau set out to find a way to improve access to data, reduce data silos, and
finally provide up-to-date business information as quickly and frequently as possible across
the organization— to enable heads of business units and functional units to identify trends
in real time and lead proactively.
“We looked at all the major players in the BI space,” says Raja. “Only GoodData offered
a full end-to-end solution and a fully cloud-enabled, feature-rich BI visualization and
dashboarding platform.” Within three months, they had implemented advanced analytics
across the enterprise and began introducing self-service BI to the various groups. “The
GoodData Professional Services team that worked with Sigma-Tau, led by Sumeet Howe,
played a huge role in the success of the roll out.”
Improved Data Insight Transforms Decision Making
“Before, it was more or less impossible to get an accurate insight on business operations
and performance in a timely manner,” explains Raja. “With GoodData, up-to-date and
relevant role-based information is available on a daily basis and has become the standard
to support commercial operations and decision making across the organization.”
With access to advanced analytics, Sigma-Tau has increased visibility across their
Commercial division into Sales, Marketing, Sales Operations, Supply Chain, Distribution
and Customer Service. They can now see how business is performing against goals, view
service provider metrics, pinpoint and discuss trends (in discounts, contracts, shipping costs
etc.) and make more-informed decisions.

2. “The daily access to
insight is changing
the way our field
sells. Now they can
be proactive, better
target discussions,
and take on more
responsibility.”
Vineeth Raja
Director Corporate Projects
and Information Services
Sigma-Tau Pharmaceuticals
team@gooddata.com 415-200-0186 @gooddataGet in touch.
G O O D D ATA C U S T O M E R S T O R Y | SIGMA-TAU PHARMACEUTICALS
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gooddata.com
Region Performance.
All data has been genericized.
Advanced Analytics Help Speed Pharmaceutical Sales
The new insight is helping everyone work smarter and faster across the organization, says
Raja, but the most major impact has been in Sales. “Daily access to insights from the data
is equipping the field to change how they sell. The field can help themselves to essential
information that wasn’t available in the past – so they can take on more responsibility and
authority.” When a Field Salesperson visits a physician, access to up-to-date, accurate
consolidated anonymous information about that doctor’s patient base, their prescriptions,
and their pharmacies enables them to better target their conversations.
85% of all the Commercial Team and 70% of the entire user base are accessing GoodData
on a daily basis, says Jeff Hackman, VP and Head of Commercial Operations. “Adoption
hasn’t been an issue at all; the field is excited to have the system. Now our entire organization
has access to the same data and can get answers to their specific questions as needed to
discover trends, make decisions faster and lead proactively.”
Reviewing GoodData insight via an Executive Dashboard has become a key element of
Commercial Operations team meetings. Because GoodData consolidates data from
upwards of 30 data sources and can add an unlimited number more, it helps Sigma-Tau
see more easily what’s happening across their organization. Currently, that includes huge
time savings, better customer response times, and more efficient productivity across sales
territories. Looking into the future, research will show how this health innovator will
continue to improve business performance through enhanced insight.