Industries and Clients Healthcare
Study Case

Merck (also known as Merck Sharp & Dohme or MSD outside the United States) is a multinational pharmaceutical company with headquarters in the United States and a strong global presence.

The Latin American Region sales and marketing operations of Merck had problems organizing data coming from multiple sources of information. They were not able to properly visualize marketing and sales data, and a number of errors in their dashboards made them unfit as a tool to analyze sales incentive payments.



Heinsohn improved and updated the software application and developed a web and mobile platform that connects and collects data and tracks the information of the patients that are registered in the platform.

The solution included a number of dashboards to support the daily activities and decisions of Key Account Managers (KAMs) that included all key account information about their customers. The solution also included the analysis of sales data for Merck Latin America, including sales by country and region, client, product, and priority in addition to Inventory Details. The Dashboard facilitated the understanding by the Regional Team of the following items by country and month: • Number of participants achieving bonuses vs the total unit eligible population • The overall distribution (actual vs target) and hence business unit compensation • The average bonus received • Directionally, the amount awarded as a % of base salary Heinsohn also created an Oncology Dashboard for its cancer drug Keytruda, that analyzes sales data for the Merck SalesForce in Argentina. Heinsohn used its knowledge and expertise as a Tibco partner, to develop the Data Reports using Tibco’s Spotfire.


With the enterprise data warehouse DHL Global Forwarding was able to improve their decision-making strategies and understanding of their clients’ needs and patterns as well as their experience. At the same time, they optimized costs and efforts of the operation using near real time visualization and alerts to continue with their position as a worldwide leader on air and ocean freight forwarding services.