Who are pharmaceutical commercial analytics consultants in South Africa?
We are Herbst Group, and we analyse the commercial data of pharmaceutical companies in South Africa, turning it into decisions about territories, field-force effort and which customers to call on. Every partnership begins with a paid, fixed-scope diagnosis. For pharmaceutical manufacturers we have rebuilt 47 territories and traced falling revenue per rep to systems rather than people.
What do we do for pharmaceutical companies?
We analyse the commercial data a pharmaceutical company already holds, its customer-level transactions, customer list, territory structure and field activity, and turn it into decisions the sales operation acts on: where reps spend their time, how territories are drawn and which customers to call on. SNIPER™ Sales Analytics turns raw transaction data into field intelligence, including an automated customer priority brief delivered to each representative every week. Territory Optimisation balances rep workload against customer potential, with geographic analysis from Her-Zone™, our geographic intelligence data layer.
What have we delivered for pharmaceutical manufacturers?
For one pharmaceutical manufacturer, a multinational whose territories had grown organically over years, we mapped customer-level pharmacy potential against current coverage with SNIPER™ analytics and rebuilt 47 territories with Her-Zone™ geographic intelligence, balancing rep workload against access to high-potential customers. The detail is in the case study.
For another pharmaceutical manufacturer, revenue per rep was falling despite steady investment in a larger field force, and leadership suspected performance issues without the visibility to find the cause. A field-force diagnostic set claimed call activity against customer purchasing, expense claims and manager field visit records. The finding was structural: high performers held lower-potential territories, first-line managers averaged two field days a month, and a share of claimed calls showed no link to purchasing. The treatment followed the findings: territory rebalancing, minimum manager field days, incentives linked to verified outcomes and revenue dashboards for ongoing visibility. The detail is in the case study.
How does an engagement start?
Every Herbst Group partnership begins with DiaDoc™, a paid, fixed-scope examination: confidential sessions with your senior stakeholders, a structured executive workshop and evidence taken from your own commercial data, documented in writing before anyone proposes what to do about it. It is sold separately and delivered first, and it can conclude that no further engagement is warranted.
What do we need from you?
We need your own commercial data and time with your senior stakeholders. For transaction analytics, that means at least 12 to 24 months of transactional data at customer level, plus your current territory structure. The more granular the data, by product, pack and period, the more precise the targeting. The requirements are set out on the SNIPER™ Sales Analytics page.
When are we not the right fit?
We are not the right fit if you want an industry benchmark: every finding rests on your own commercial data, not industry averages. Analysis also inherits the errors of the data underneath it. If your customer list or sales history cannot be trusted, the foundation comes first, and our Commercial Data Management service builds and governs it: a managed customer list, your sales, territory and customer data in one relational structure, and clear governance over who may change what.
Frequently asked questions
What commercial data do you analyse for a pharmaceutical company?
We analyse the data you already hold: customer-level transactions, your customer list and territory structure, and field records such as claimed calls, expense claims and manager field visits. For transaction analytics we need at least 12 to 24 months of customer-level transactional data plus your current territory structure.
Have you done this work for pharmaceutical manufacturers?
Yes. For one pharmaceutical manufacturer we rebuilt 47 territories, balancing rep workload against access to high-potential customers. For another, a field-force diagnostic traced falling revenue per rep to territory, management and incentive structures rather than to the reps themselves. Both clients are anonymous.
Where does an engagement with you begin?
Every partnership begins with DiaDoc™, a paid, fixed-scope examination built on confidential stakeholder sessions, an executive workshop and evidence from your own commercial data. It is sold separately and delivered first, and it can conclude that no further engagement is warranted.
Do your dashboards replace our existing BI tools?
They do not have to. We can integrate with your existing systems or provide standalone dashboards, which are designed to complement enterprise BI where it exists rather than replace it.
Does the analysis stop when the project ends?
It does not have to. In the field-force engagement, the revenue dashboards stayed in place for permanent visibility, a weekly customer priority brief now guides every rep's activity, and monthly diagnostic reviews catch emerging issues early.