Data-driven sales engine boosts revenue by $20M

During the discovery phase, West Monroe and the client identified that fragmented data and manual lead generation were holding back sales performance. We conducted a business case analysis, exploring how an automated lead engine could improve sales processes and reduce time-consuming tasks. Together, we mapped out key points in the healthcare sales cycle where data could make the most impact. This discovery phase provided the foundation for creating an innovative solution to generate real-time, high-quality leads for the sales team.

West Monroe’s multidisciplinary team—including experts in life sciences, data engineering, and operations—worked closely with the client’s sales, brand, and data teams. Our agile approach ensured that feedback from sales leaders was incorporated throughout the development process. We built an engine powered by Databricks, which integrates multiple data sources and automatically generates leads in Veeva. This collaborative approach guaranteed that the system remained aligned with business needs and was adaptable to shifting priorities. Together, we created a scalable engine that equips the client to respond quickly to new opportunities.

By enabling faster access to high-quality leads, the new system drove $20 million in revenue within the first six months. The improved targeting capabilities led to a 4-5x increase in patient enrollments from key healthcare professionals, reflecting enhanced customer engagement. Sales reps now save an estimated 150 hours annually by focusing only on qualified leads. This streamlined process not only boosted operational efficiency but also gave the client a competitive advantage with a system ready to scale across other product lines for future growth.