Revenue management of a global pharmaceutical leader

Revenue management of a global pharmaceutical leader



We were mandated by our client, a global pharmaceutical industry leader, to assess the potential of the Machine Learning approach in decision aids for their revenue management teams.


Following preparatory work on the different revenue-related data sources (transactions, commissions, regulated prices, volume effects, etc.), we designed a dashboard that made it possible for the “revenue” analysts to use clustering and anomaly detection models simply. The dashboard allowed them to detect all products that had financial behaviours that were not coherent with their strategic positioning, and thus made it possible to quickly create revenue. Beyond that quick win, it was also a trump card to get the teams of analysts used to Machine Learning tools and technology.


of shortfall identified

120 countries

Up to 10M€
of potential long term gains identified