Improvement of an internal customer acquisition process for a cloud analytics platform

Abstract

A newly established customer engagement team in a Swiss pharmaceutical company currently has no standard process for internal customer acquisition. As a result, employees perform their activities according to intuition and experience. The immediate result is non-transparent, highly inefficient, and inconsistent work, which leads to undesirable handling of potential customers. For further business development, it is essential to introduce and implement a transparent and efficient process for internal customer acquisition.