Bottom-Up Forecasting

BASE YOUR FORECAST ON PERSONALIZED UNDERSTANDING OF HCPs’ PRESCRIBING BEHAVIOR

Unlike the top-down approach, which is more common in the market today, where the forecast attempts to predict market trends and overall nationwide performance for a brand and set goals accordingly, Tovana’s bottom-up approach takes specific characteristics of the different territories into account, and produces more realistic – attainable yet challenging targets.

Tovana’s AI based bottom-up forecasting, starts at the lowest relevant level (territory, region, brand, or even HCP micro segment) and calculates up to the nation level. This bottom-up approach takes into consideration the characteristics of lower level clusters and builds up to a consistent forecast throughout the organization.

Brand leaders can examine what-if scenarios at various levels to evaluate strategic directions and adjust their plan to boost performance.