Global Leading Biopharmaceutical Innovator

AstraZeneca is a world-leading, science-driven biopharmaceutical enterprise, focusing on the R&D, production and commercialization of innovative prescription medicines, covering core therapeutic areas including respiratory, cardiovascular and metabolic, oncology, gastroenterology and nephrology.

With decades of deep cultivation in the global market, AstraZeneca has built an extensive coverage network of pharmaceutical distribution channel, serving as a critical bridge between innovative medical solutions and millions of patients and partners. Working closely with medical institutions, retail channels and industry partners, the company is committed to improving access to life-changing medicines, while continuously optimizing its route-to-market operations to deliver more efficient, standardized and high-quality services to channel partners.

The Challenge

Primary business challenges in their route to market operations

• Manual end-to-end business processes with low operational efficiency
• The company needed to support the rapidly growing volume of retail data and expanding sales distribution coverage
• Visit route planning for sales reprs relied on personal experience, resulting in unreasonable territory division, low visit efficiency, and inaccurate sales coverage
• Limited visibility into real-time sales performance and execution progress

The Solution

Integrated End-to-End Digital Process

eBest implemented a comprehensive digital solution for AstraZeneca, reconstructing the full business chain with a digitized end-to-end process. The solution standardized and streamlined core field operation and territory management processes, significantly reduced manual work, and built a full-process traceable data governance system.

Retail Territory Management & AI-Powered Smart Route Planning

eBest built Retail Territory Management and Smart Route Planning for AstraZeneca. Based on big data and advanced algorithms, the platform automated the accurate matching of sales reps to responsible retail outlets, and intelligently optimized and generated the best visit routes and schedules based on multi-dimensional factors including territory coverage and density, sales targets, sales rep working hours and traffic. This completely changed the  manual planning model, realized scientific division of retail territories, precise scheduling of customer visits, and maximized coverage efficiency and visit quality of field sales reps.

The Results