Glenmark accelerates analytics access for regional field staff fivefold

Glenmark Pharmaceuticals Ltd. is an international pharmaceutical company founded in 1977. It operates in more than 80 countries, including Russia. Today, Glenmark is one of the top 50 pharmaceutical companies on the commercial market in Russia according to IQVIA MAT data for August 2025.

To simplify the work of regional field employees, the company in Russia deployed an analytical system based on Yandex DataLens. They now get sales and market data 5X faster. The number of employees who use this information on a daily basis has doubled.

The Glenmark division in Russia, like other international pharmaceutical companies, has office and regional field employees. Medical representatives are not assigned to a specific workplace: they visit pharmacies and medical organizations every day. They used to use a suite of office applications, but due to the large amount of data, working from smartphones and tablets was inconvenient, and updates were not always received on time. Employees lacked analytics: information about sales, inventory at premises and key pharmacy outlets, as well as indicators for assessing personal KPIs. The management of the Russian department of business analytics and efficiency decided to implement a BI system that would guarantee quick access to data for both regional field and office employees.

The company explored several options and decided upon Yandex Cloud. The main criteria were platform usability, ideal payment terms, and the availability of the Yandex DataLens data visualization service. It doesn’t limit the number of users and queries, supports multiple data sources, and is ideal for analytics. The company already had CRM ELMA365 hosted on Yandex Cloud, which made integration easier. In addition, the cloud platform complies with international security standards, which is especially important when working with pharmaceutical information.

The department of business analytics and efficiency assessed the company’s performance ability to implement the solution in-house. An additional argument was Yandex Practicum’s courses for employees and the prompt assistance of Yandex Cloud’s support service.

Previously, Glenmark in Russia gathered and processed data using Python^™ scripts and then sent it to Microsoft SQL Server. For analysis, Microsoft Excel spreadsheets were used with export from the database, as well as presentations in PowerPoint. The information sources were CRM ELMA365, AlphaARM databases with analytics on segments of the Russian pharmaceutical market, and the State Medication Circulation Monitoring System (MDLP). Some of the data was updated once a week, and some was updated almost in real time.

The Glenmark team in Russia carried out the migration in-house with the support of Yandex Cloud specialists. Over the course of a year, it deployed infrastructure, migrated data, configured dashboards, roles, and access rights.

The information collection system was launched on a Yandex Compute Cloud virtual machine. About 800 GB of information from Microsoft SQL Server was transferred to the project’s main Yandex Managed Service for PostgreSQL DBMS: sales, inventory, drug directories, prices, and territories. Yandex Managed Service for ClickHouse^® was connected to prepare the showcases, and Yandex DataLens to visualize in the form of graphs, tables, and reports. To make it easier for employees to navigate the system, the team developed a report rubricator.

The biggest challenge was converting data from different sources into a format suitable for PostgreSQL. The team solved the problem using additional scripts and successfully adapted the information to the new DBMS.

After the launch of the BI system based on Yandex DataLens, Glenmark’s regional field employees in Russia began to receive the information they needed five times faster. Now they immediately see up-to-date data on the availability of medications in each pharmacy and no longer spend time collecting information themselves. This allowed them to focus on interacting with clients. The number of employees who use market and sales data every day has doubled.

The new analytical system shows MDLP and CRM data in real time. Employees monitor sales dynamics, analyze key indicators, and make informed decisions faster. Data from AlphaRM helps assess market dynamics and steps taken by other companies. Managers see visits in real time, understand how their teams interact with the medical community, and can improve the quality of this work.

Glenmark in Russia plans to engage even more employees in the new analytics in the near future. The company is also preparing a chat‑bot based on YandexGPT that will answer questions about medications based on Glenmark’s knowledge base, with instructions and research results. To make the bot faster and more convenient, this database will be hosted on Yandex Cloud.