Customer Success Story - Kyowa Kirin

Kaizen’s philosophy stands for constant improvement and this applies not only to the software but also to the interfaces, visuals, and calculations making Kaizen a cutting-edge technology.

Jacobo Alonso-Majagranzas  Kyowa Kirin International Sales Force Effectiveness Manager  

What was the problem that Kyowa Kirin wanted to solve?

The market in which we are operating seems static. However, is dynamic and constantly changing.

Time is an important factor when we’re implementing both short/medium and long-term actions but we needed above all a platform providing useful information that we could access in no time.

We were searching for a platform that would let us take significant decisions in an efficient and effective way, being able to cross all the relevant information in a coherent a measurable way.

The tool should be agile, indicative, adaptable to all employee levels and be used by all hierarchal levels of the organisation.

It should also be flexible such that it can be adopted by all users, from someone who’s only analysing the Market Share to someone who’s using all standard KPI’s or ad-hoc analytics.

How was the implementation and what has been the response from the field force?

It was fast and successful. We started to analyse all the needs that we had or were searching for and we set up a team of members from both companies with two clear objectives.

The first objective was to provide know-how at each side (business and technology), secondly to arrange the communication plan and the field force training.

The result was a successful ad-hoc implementation. (10% changes over standard Kaizen deployment)

Throughout the implementation process, the response from all users was in short, that decision making and analysis on a day-to-day basis were really accessible to all users, both for online and offline use.

We are currently using Kaizen for steering committee meetings, business cycle reviews, sales rep-manager meetings, marketing plan, etc.

The response from the field force has been very positive with a high acceptance by the users, after receiving simple training adapted for reps/managers and marketing staff.

In summary, Kaizen is an indispensable tool in the field with which we have managed to cover all goals set at the beginning of the project.

What were the tangible benefits after deployment?

• An intuitive and visually descriptive dashboard where we’re not only analysing obtained results but also our business development.
  
• Instantly updated information: Sales and relevant KPI’s
  
• Truthful information adapted for every user to meet their needs
  
• Fast tactical and strategical decision making and well-analysed action plan with the objective of increasing performance and reach goals set by the company
  
• A very important factor has been the support by Kaizen which has created stability and reliability in the platform
  

On the other hand, we can align our territories in a simple and fast way, evaluate actual territories month by month and modify according to the needs of our company, and all this with only two clicks.

Is there anything that the platform is missing?

As with other tools, as soon as you are satisfied with your primary needs you’ll search for further information and analysis.

We miss a small forecast or trend at three, six, or twelve months of our products and competitors.

This would give a perspective of where the products are heading mathematically speaking.

It’s true that the Smart Diagnostics feature lets us diagnose who, how and when something has occurred in a territory, but it would help to know trends such as, “if you continue like this, that will happen…”

How would you evaluate the service offered by Kaizen support team?

The service provided by Kaizen is fast and professional.

Kaizen has created a symbiosis between the two companies making the communication easy and obtaining satisfactory result in more than 99% of the cases.

Kaizens philosophy stands for constant improvement and this applies not only to the software but also to the interfaces, visuals, and calculations making Kaizen a cutting-edge technology.

Kaizen is a product adapted for analysis in the field and in the conference rooms making it possible to take fast decisions that are adapted to the industry’s actual needs.

Jacobo Alonso-Majagranzas 

Kyowa Kirin International Sales Force Effectiveness Manager