CIU Commercial Intelligence Unit

Pharma companies allocate resources once a year: customer tiers, territories, quotas, set at the start of the year and barely touched after. But the basis for those allocations shifts every month: VBP results, competitor launches, a new hospital director, a rep who quits. The basis moves fast, the decision moves slowly, and the gap between them is waste.

SFE works in projects: one territory realignment, one round of quota setting. A CIU works one decision at a time. The core of the ten-step method is all still there: potential, segmentation, sizing, territories and quotas, turned into an engine that can be rerun at any time, triggered not only by the calendar but also by signals such as VBP results and competitor moves. The MVP runs 11 operating scenarios end to end, from redrawing territories to recovering at-risk quotas mid-month.

One year, two rhythms

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• No arithmetic by the language model. Quotas, bonuses and workload are computed by deterministic code, and every number can be recomputed.
• Every plan is simulated before it goes live: merge two territories, what happens to workload? Adjust a quota, how many bonuses does it touch?
• One shared set of business definitions and a decision log, so every decision can be traced and rolled back.
• Compliance red lines are hard-coded. At the start AI only proposes; every decision that enters the log is approved by a person.

• The Market Changes Weekly. The Company Decides Once a Year.
• Annual Planning Is a Compromise
• AI Has to Earn Its Decision Rights