{"id":69622,"date":"2022-01-31T01:25:24","date_gmt":"2022-01-31T00:25:24","guid":{"rendered":"https:\/\/www.veeva.com\/eu\/?page_id=69622"},"modified":"2026-03-27T22:04:48","modified_gmt":"2026-03-27T21:04:48","slug":"leo-pharma-launches-at-full-speed-with-integrated-sales-planning","status":"publish","type":"customer-stories","link":"https:\/\/pantheon.veeva.com\/eu\/customer-stories\/leo-pharma-launches-at-full-speed-with-integrated-sales-planning\/","title":{"rendered":"LEO Pharma"},"content":{"rendered":"

\nOnly 60% of worldwide drug launches met their two-year sales forecast between 2009 and 20171<\/sup>, with factors such as oversaturation and hyper- specialization contributing to these numbers. Unfortunately, the pandemic has made things even more complicated, disrupting processes and access to customers and stakeholders.\n<\/p>\n

\nLEO Pharma, a Danish pharmaceutical company
\nand a global leader in medical dermatology, set high expectations when preparing to launch its blockbuster product. Because it was competing against a top 10 pharma company, LEO Pharma decided to assess its system and processes readiness for a successful launch.\n<\/p>\n

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Drivers for consolidation<\/h2>\n

\nThe company discovered that its commercial operations processes were far from optimized, with 26 different CRM systems across its affiliates, all with different configurations, profiles, and processes. This disparate system landscape did not provide the needed visibility into its local field activities and resources. In addition, it was complex to manage and made it challenging to orchestrate product launch activities across local markets.\n<\/p>\n

\nLEO Pharma also realized it did not have a good view of customer targets due to its vast territory sizes, averaging around 10,000 accounts per territory.\n<\/p>\n

\nIn addition, organizational and territory changes took months to process, requiring multiple back-and-forths with business units to gather feedback and documents. The process was lengthy, painful, and resulted in outdated and disordered data.\n<\/p>\n

Automating field planning and alignments<\/h2>\n

\nTo address these process bottlenecks and harmonize its operations, LEO Pharma implemented CRM globally. It also decided to roll out Veeva Align<\/a> to ensure flexibility from launch, and to unify all commercial operations processes across markets. Align now automates LEO Pharma\u2019s territory alignments, CRM user management, targeting, and field feedback, providing a single solution for field planning and field force management.\n<\/p>\n

\n\u201cVeeva Align is our pit stop to manage field force goals, activities, territories, and roster members,\u201d says Helene Slee, Head of Global Digital Customer Engagement Platforms. \u201cLike in a race, we can optimize the very limited amount of time to refuel and change worn tires, to guarantee that our car can operate at full speed.\u201d\n<\/p>\n

\nSince implementing Align, LEO Pharma has reduced up to 90% of the time for territory alignments, eliminating previous customized solutions that required many manual handoffs.\n<\/p>\n


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