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Thermo Fisher turns to SAS® analytics to increase sales
Data visualisations bring game-changing insight into customers; frees up time to support sales
Thermo Fisher Scientific Inc, a world leader in life sciences, has chosen big data analytics solutions from SAS, the global leader in business analytics, to maximise the effectiveness of its sales efforts. The business now has a much more detailed knowledge of where and why certain products are selling (or not), and can access this information immediately. This has led to significant time savings now used to further support sales.
The company sells tests to clinics, laboratories and other healthcare organisations to help them detect whether a patient has an allergy or autoimmune disease. Previously Thermo Fisher compiled and distributed spreadsheet-based reports from sales teams, but these did not give sellers enough detail to show them exactly which customers were buying what products. There was no way of knowing which kits were selling well to one region, market or customer but not to another, so the business could have been missing out on golden opportunities.
It turned to technology from SAS to analyse 650,000 rows of sales data from the past five years. Critically, sellers are now able to see which customers purchased what items, sliced by region, date, product or any other dimension or combination. Users can select subsets of data for closer examination, and visualise the findings in a variety of formats to help highlight exceptions that may represent sales opportunities. Staff can also remove anomalies – such as a spike in orders due to a merger between two laboratories - that could skew the results, gaining a crystal-clear view of the business.
"With SAS, we can analyse and visualise enormous volumes of data effortlessly. I have never encountered a solution as staggeringly powerful as this one," said Aaron Linnell, Business Intelligence Manager at Thermo Fisher.
"Sales teams can grasp what the data is telling them instantly and intuitively – this saves them around eight hours per month of studying spreadsheets. Now, they can focus on building fruitful relationships with our customers, and selling products more effectively. Our customers benefit too, as they are only informed about products likely to interest them."
In addition, switching to the powerful SAS solution unlocks a one-off saving of 24 days spent manually compiling reports, plus avoids 16 hours per month updating them.
Thermo Fisher partnered with CSP Labs Ltd, a recently recruited SAS partner in the UK. CSP Labs provided a complete solution incorporating sales, installation and ongoing support. CSP Labs completed the deployment in rapid time using their Quick Start programme. Consultants worked closely with Thermo Fisher helping them to load data, perform explorations, and build early reports and dashboards.
Richard Bradbury, Alliances Director, SAS UK & Ireland, said: "We're delighted that Thermo Fisher is seeing such clear business benefits from use of SAS. Our partnership with CSP Labs was crucial in securing this business – as well as being a reseller it provides a significant support to the end user through its capability to quickly install and implement the software."
For more details please read the full case study.
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About Thermo Fisher Scientific
Thermo Fisher Scientific Inc. is the world leader in serving science, with revenues of $17 billion and approximately 50,000 employees in 50 countries. Our mission is to enable our customers to make the world healthier, cleaner and safer. Through our premier brands – Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific and Unity Lab Services – we offer an unmatched combination of innovative technologies, purchasing convenience and comprehensive support. For more information, please visit www.thermofisher.com.