How a top-20 Indian pharmaceutical company earned USD 3.2 Mn by putting every gross-to-net deduction in one data lake

01At a glance

02The challenge

Our gross-to-net lived in 14 spreadsheets, three ERPs and the inboxes of our distribution team. Sales, finance and trade each had their own number for what we really earned after rebates, chargebacks and scheme payouts, and the gap between them ran to crores. Distributor claims were settled on trust, because checking them took longer than paying them. We suspected that expired schemes were still being paid and that some claims had no support, but nobody could show it across 1,100 distributors and three years of history.

03What we did

We built an integrated data lake on ALTeX Hub that brought sales, pricing, the scheme master, claims and payments together from all three ERPs. TickBack then rebuilt the gross-to-net waterfall for every product, distributor and month, and matched each claim to the scheme and invoice that should support it. A team of four, two gross-to-net specialists, a data engineer and a project lead, worked alongside the client’s commercial finance team. Each week we reviewed the unsupported claims, confirmed recoveries with distributors and fixed the scheme master at source. By week eight one gross-to-net view was live for sales, finance and trade, refreshed daily and trusted by all three.

04What we found

05The result

• USD 3.2 Mn earned
• First finding in 5 weeks; one gross-to-net view live in 8
• 100% of 36 months of claims, across 1,100 distributors

06In their words

07What’s next

TickBack now checks every new distributor claim before it is settled. The client is adding its hospital channel next.