How Aurobindo Pharma Improved Field Operations Using SANeForce

A Quick Look at Aurobindo Pharma

Aurobindo Pharma is a globally recognized pharmaceutical organization with a strong presence across formulations and active pharmaceutical ingredients. With extensive field operations and a wide doctor–chemist network, the organization places high importance on structured field execution, accurate reporting, and data-driven sales decisions to support its growth strategy.

Key Operational Challenges They Faced Before Implementation

Before implementation, Aurobindo Pharma faced multiple operational challenges common to large field-driven pharma organizations:

✔ Doctor visit planning and daily call reporting were not fully aligned, making activity tracking inconsistent.

✔ Limited visibility into actual doctor and chemist coverage.

✔ Manual or delayed expense processing impacted efficiency and accuracy.

✔ Secondary sales data lacked structured linkage with field activity.

✔ RCPA data was available but not consistently actionable.

These gaps made it difficult for managers to evaluate real on-ground performance and optimize territory-level decisions.

Solutions Deployed to Meet their Business Objectives

To address these challenges, SANeForce Pharma SFA enabled a structured, end-to-end field operations framework for Aurobindo Pharma through the following implementations:

1. Tour Planning & Daily Call Reporting

Ensured planned activities were executed, recorded, and validated systematically, improving reporting discipline and field accountability.

2. Unified Doctor Module

A single, deduplicated doctor profile that centralizes visit history, engagement data, orders, preferences, and interactions across all field activities.

3. Expense Management

Automated expense capture and validation reduced manual effort and improved turnaround time for reimbursements.

4. Secondary Sales Tracking

Provided visibility into stock movement and secondary sales performance, helping align field efforts with market demand.

5. RCPA

Enabled structured competitor and prescription insights, supporting informed sales planning and brand-level strategy.

All modules worked within a unified workflow, ensuring consistency across planning, execution, and analysis.

Outcome and Impact their Reflecting Tangible Gains

With SANeForce in place, Aurobindo Pharma achieved measurable improvements in field operations and sales visibility:

✔ Stronger alignment between planned and actual field activity.

✔ Improved accuracy and timeliness of daily call and sales reporting.

✔ Faster, more transparent expense processing.

✔ Better visibility into secondary sales and market movement.

✔ More actionable insights from RCPA and coverage data.

Thus,

The implementation helped Aurobindo Pharma bring greater structure, control, and clarity to its field operations, enabling managers to make faster, more confident decisions backed by reliable data.