Customer Story

Roche Transforms Sales Operations with Trusted Commercial Data Across 60 Affiliates

What we did

  • Modernized Roche’s commercial data foundation on AWS and dbt, creating a scalable reporting environment that supports trusted sales and CRM analytics across global affiliates.
  • Standardized sales reporting metrics, reporting models, and data quality processes, helping finance, sales, and leadership teams work from a consistent view of commercial performance.
  • Integrated internal commercial data with IQVIA and other third-party market sources, enabling deeper visibility into, market share, competitive trends, and prescription trends.

Industry

  • Life Sciences

Technologies

  • AWS
  • ·
  • dbt
  • ·
  • ThoughtSpot

2 Hrs to 10 Mins

Reduced daily sales data processing time.

95% Fewer

Business-reported sales data issues.

60 Affiliates

Supported across the organization.

The Challenge

Roche’s commercial teams needed one trusted view of sales performance across a large, complex affiliate network. Finance leaders needed previous-day sales numbers first thing in the morning. Executives, sales managers, and field teams needed that same data to understand territory performance, team performance, and individual contributor activity.

That work was harder than it needed to be. Sales, CRM, SAP, healthcare professional engagement, digital activity, and third-party market data lived across separate systems and affiliate-specific processes. Germany, Roche’s largest affiliate in this work, faced the highest pressure during a major SAP finance migration. Business users still needed dependable daily sales reporting while the underlying systems were changing.

The challenge went beyond internal reporting. Roche also needed to use third-party market data, including IQVIA, to understand market position, market share, and prescription continuation patterns. Without connected, quality-checked internal and external data, teams had a limited view of how sales activity, field engagement, and market performance fit together.

The Solution

Analytics8 supported Roche as an embedded extension of its commercial data team, helping the company modernize the sales operations reporting foundation behind daily decision-making across affiliates.

The work included:

  • Modernizing daily sales reporting for Germany: Migrated legacy sales and CRM reporting sources into Roche’s AWS and dbt environment, helping the affiliate maintain trusted previous-day sales and finance reporting during a major SAP finance migration. This served as a prototype for future affiliate migrations.
  • Creating a stronger reporting model for sales operations: Standardized reporting models and KPI logic so finance, executives, sales managers, and field teams could work from the same foundation when reviewing daily sales, territory performance, and team activity.
  • Improving trust in the numbers: Built testing strategies that flagged sales-data issues earlier, reduced manual validation, and gave business stakeholders more confidence in the data used for daily reporting.
  • Connecting internal and external commercial data: Integrated and quality-checked IQVIA and other third-party market data alongside Roche’s internal sales, CRM, and engagement data so teams could analyze market position, market share, and prescription continuation patterns with more context.
  • Supporting affiliate-specific reporting needs: Rebuilt reporting logic for Austria in ThoughtSpot, helping teams reduce manual recurring reporting and monitor sales, healthcare professional engagement, and team performance more reliably.

Business Impact

Analytics8 helped Roche turn fragmented commercial reporting into a more dependable sales operations foundation across affiliates.

The impact showed up where the business felt the pressure most: daily reporting, trust in the numbers, and the ability to connect internal performance with external market context.

  • Faster access to sales data: Roche reduced daily sales data processing from nearly 2 hours to about 10 minutes, helping teams get previous-day sales numbers inside the morning business window.
  • More trusted reporting: Business-reported sales data issues dropped by 95%, giving finance, leadership, and sales teams more confidence in the numbers they used to manage daily performance.
  • Better visibility across the commercial organization: Germany’s reporting foundation supported roughly 500 users, from finance and executive leaders to sales managers and field teams.
  • Stronger market context: By integrating IQVIA and other third-party data, Roche could analyze market position, market share, and prescription continuation patterns alongside internal sales and engagement signals.
  • A more scalable affiliate model: Roche gained a stronger foundation for blended commercial reporting across 60 affiliates, combining sales, CRM, and other business-critical data through reusable data products and testing practices that could support future reporting, dashboard consolidation, and source migrations.

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