Solutions

Forecasting

The Critical Role of Forecasting in Business Planning

The inherent uncertainty of the business environment complicates planning and coordination of essential business functions. Understanding fundamental market drivers and their influence in shaping product demand is integral to good business planning and full utilization of company resources.

Additionally, revenue and profitability forecasts are critical for optimizing resource allocation across a product portfolio and driving marketing strategy. Underestimate product potential and you could miss significant opportunities due to manufacturing shortages or lack of budget. Set the numbers too high and you risk overspending, affecting sales force motivation, disappointing investors, and potentially missing out on better opportunities.

Forecasting involves more than generating a series of numbers. The art of forecasting balances the ability to account for significant market factors with simplicity and transparency, empowering your organization to make optimal business decisions.

Create Robust Forecasts that Drive Your Marketing Strategy

ZS will help you understand the market potential of your products and work with you to establish clear and robust processes that result in transparent, credible forecasts and efficient resource utilization.

Our approach to forecasting accounts for the unique market complexities and life cycle considerations of each product. We customize our tools and processes to provide wide-ranging benefits:

  • Our process fosters knowledge sharing among relevant stakeholders to better frame the business question, select the right approach, and guide key assumptions
  • We cater our forecasts to the needs of the individual customers – from marketing, strategic planning, and business development teams to sales operations and finance units
  • Our forecasting models allow you to quantify uncertainties in market assumptions and run scenarios that measure effects on potential demand, going beyond revenue numbers to truly build a solid foundation for your marketing strategy
  • We provide training and extensive documentation along with user-friendly tools – including our web-based ZS Forecast Manager – so our clients can successfully adopt the forecasting process within their organization
  • Our forecasts fit seamlessly into our portfolio management capabilities, helping our clients analyze a product’s value in the context of their entire offering

Build a strong foundation for your sales forecasting process

Sales forecasting informs decisions at the core of ensuring commercial success, yet organizations struggle with ownership, transparency, documentation, outdated platforms and buy-in that lead to non-credible and often ignored forecasts.

What’s needed are agile solutions that drive the creation of credible forecasts. With credible forecasts, your organization can make more robust decisions and react quickly to changing business needs and markets.

Our forecasting tools reflect our philosophy toward sales forecasting that are rooted in consistency, objectivity and transparency in order to drive credibility. Spend time discussing the forecast and gaining alignment, not defending how the model was built.

ZS offers innovative forecasting tools to support a variety of modeling frameworks based on the product development stage, market dynamics and forecast objectives of your organization.


Define the market opportunity

Define the market opportunity

Understand the epidemiology of a disease state with a longer-term, patient-based approach for products in development, for new indications or for marketed products.

 

Focus on patient dynamics

Focus on patient dynamics

Capture the movement of patients where there are multiple disease and treatment states (e.g., lines of therapy) to provide insight into market dynamics for both short- and long-range sales forecasting.

 

Extrapolate from historical trends

Extrapolate from historical trends

Predict future sales by applying statistical algorithms on historical observations to build short-range trend forecasts.

Centralize management of forecasts

Centralize management of forecasts

Combine best-in-class offline forecasting tools with robust cloud-based consolidation, management and reporting of sales forecasting information.

 

Why is ZS the best partner to help build your sales forecasting capabilities?

ZS’s broad sales and marketing experience, coupled with deep sales forecasting and forecasting tools expertise, are unmatched—making us a valuable partner for any forecasting engagement.

We offer superior value for several reasons: 

  •  ZS has the largest and deepest capability in pharmaceutical forecasting, with experience that extends across 200+ therapy areas and covers all stages of the product life cycle.
  • ZS has an incredible depth of industry expertise and has worked with 19 of the top 20 global pharmaceutical companies on sales forecasting engagements in the last two years.
  • ZS has completed more than 350 forecasting engagements with 62 companies in the last year.
  • ZS has more than 250 forecasting experts globally that are supported by a 65-member knowledge management team.
  • ZS supports more than 40 companies with our flexible forecasting tools.

    Delivering the most value in sales forecasting

    We understand the multiple dimensions involved in developing excellent forecasts and the critical role forecasting plays in driving good decisions.

    That is why ZS leverages our unparalleled capabilities in market research, pricing, sales and data analytics to bring the highest level of sophistication to our forecasts and forecasting tools.

    Beyond individual product forecasts and platforms, we help our clients build sales forecasting capabilities—incorporating industry best practices with the specific needs and culture of their organization.

    We have successfully completed thousands of forecasting engagements across multiple industries, including pharmaceuticals and biotech, medical devices, consumer goods and others.

    Utilize patient-based forecasting to understand the market opportunity

    Deploy a user-friendly tool that allows your team to estimate market opportunity with patient-based forecasting focused on understanding disease epidemiology, modeling share dynamics and converting patients to a sales forecast without the need for complex spreadsheets or programming.

    Crossbow is a quick-to-implement, cost-effective solution that was built expressly for sales forecasting to make informed, strategic decisions. It delivers business-focused, actionable insights in an Excel-based modeling solution that is transparent and easy to use.

    Create a single view of the entire product’s life cycle

    Take advantage of dynamic forecasting horizons by integrating multiple time frames together to address monthly, quarterly and annual forecasting needs in a single model.

    Model epidemiology to handle any therapeutic area

    Create patient-based forecasting segments that reflect the way you think about patient epidemiology and the market with any number of segments, calculations and steps in the patient funnel to define the market size, share of market and revenue.

    Account for market events to realistically model the future

    Leverage a powerful event engine with source of business to model product launches, changes in health-care policy, pricing changes, new indications, competition and much more in your sales forecasting.

    Deploy rigorous analytics to inform strategic discussions

    Conduct what-if analyses and weigh the impact of uncertainty with built-in support of Monte Carlo simulations, scenarios and sensitivity analysis.

    Provide insight efficiently to react quickly and effectively

    Generate insight-focused sales forecasting reports rapidly with a robust set of standard reports and export them for further analysis or integration into presentations.  

    Develop a forecast that reflects real patient-flow dynamics

    Deploy a user-friendly tool that allows your team to define a dynamic patient-flow focused on understanding treatment pathways, modeling share dynamics and converting patients to a sales forecast without the need for any systems dynamics, spreadsheet modeling or programming.

    Crossbow is a quick-to-implement, cost-effective solution that combines a simple user interface with a powerful systems dynamics engine built expressly for sales forecasting to make informed, strategic decisions. It delivers business-focused, actionable insights in an Excel-based modeling solution that is transparent and easy to use.

    Create a single view of the entire product’s life cycle

    Take advantage of dynamic forecasting horizons by integrating multiple time frames together to address monthly, quarterly and annual forecasting needs in a single model.

    Model patient-flow to handle any therapeutic area

    Create fully flexible forecast structures that can be configured with any sequence of filters, feedback loops, flows and segments to model both the epidemiology and treatment process and flow of patients.

    Account for market events to realistically model the future

    Leverage a powerful event engine with source of business to model product launches, changes in health-care policy, pricing changes, new indications, competition and much more in your sales forecasting.

    Deploy rigorous analytics to inform strategic discussions

    Conduct what-if analyses and weigh the impact of uncertainty with built-in support of Monte Carlo simulations, scenarios and sensitivity analysis.

    Provide insight efficiently to react quickly and effectively

    Generate insight-focused sales forecasting reports rapidly with a robust set of standard reports and export them for further analysis or integration into presentations.

    Forecast potential of marketed products using trend forecasting

    Deploy a user-friendly tool that allows your team to trend historical data with automated regressions, model the impact of future market dynamics and convert trended units into a trend forecast without the need for any complex spreadsheet modeling, add-ins or programming.

    Janus is a quick-to-implement, cost-effective solution that combines  a simple user interface with a powerful regression engine built expressly for trend forecasting to make informed, strategic decisions. It delivers business-focused, actionable insights in an Excel-based modeling solution that is transparent and easy to use.

    Model the market in any way you see fit

    Organize your historical data and trend forecast based on how you view the market with support to create, aggregate and manage sales forecasting across any number of segments, including by indication, SKU, country or any other type of segmentation.

    Take advantage of appropriate trending methods

    Create projections of the future based on historical trends with built-in, easy to use, automated regression modules for trend forecasting.

    Account for market events to realistically model future dynamics

    Leverage a powerful event engine with source of business to model ex-trend events such as product launches, changes in health-care policy, pricing changes, new indications, competition and much more in your sales forecasting.

    Deploy rigorous analytics to provide significant value to strategic discussions

    Conduct what-if analyses and weigh the impact of uncertainty with built-in support of Monte Carlo simulations and sensitivity analysis for your trend forecast.

    Provide insight efficiently to react quickly and effectively

    Generate insight-focused sales forecasting reports rapidly with a robust set of standard reports and export them for further analysis or integration into presentations.

    Create one version of the truth

    Manage one version of the truth by consolidating all sales forecasting information in a single repository where users can collaborate and share a common, single view of sales forecasts.

    ZS Forecast Manager is our cloud-based offering that integrates with our Excel forecasting tools and streamlines the sales forecasting process to upload forecasts and manage version control online for collaboration, reporting and aggregation.

    Leverage ZS Forecast Manager to help streamline your sales forecasting process and allow your team and stakeholders to make more informed decisions through improved online reporting, analytics, version management and access control.

    Access information at anytime from anywhere

    Access our forecasting tools and forecast information from any Internet-connected computer or web-enabled device at any time, anywhere in the world, with our cloud-based platform.

    Manage version control

    Implement strong version control with the ability to clearly search, view and compare sales forecasting information across versions and organize information through a powerful tagging system based on how your organization defines the market.

    Administer the sales forecasting process with peace of mind

    Control user access rights, stay on top of user activity and manage distribution of forecasting tools and information.

    Deploy rigorous analytics to inform strategic discussions

    Conduct portfolio level what-if analyses and weigh the impact of uncertainty with built-in support of Monte Carlo simulations, scenarios, sensitivity analysis and incorporation of probabilities of technical success.

    Provide insight efficiently to react quickly and effectively

    Generate insight-focused reports rapidly with a robust set of standard reports and export them for further analysis or integration into presentations at the individual or aggregated portfolio level.

    Utilize patient-based forecasting to understand the market opportunity

    Deploy a user-friendly tool that allows your team to estimate market opportunity with patient-based forecasting focused on understanding disease epidemiology, modeling share dynamics and converting patients to a sales forecast without the need for complex spreadsheets or programming.

    Crossbow is a quick-to-implement, cost-effective solution that was built expressly for sales forecasting to make informed, strategic decisions. It delivers business-focused, actionable insights in an Excel-based modeling solution that is transparent and easy to use.

    Create a single view of the entire product’s life cycle

    Take advantage of dynamic forecasting horizons by integrating multiple time frames together to address monthly, quarterly and annual forecasting needs in a single model.

    Model epidemiology to handle any therapeutic area

    Create patient-based forecasting segments that reflect the way you think about patient epidemiology and the market with any number of segments, calculations and steps in the patient funnel to define the market size, share of market and revenue.

    Account for market events to realistically model the future

    Leverage a powerful event engine with source of business to model product launches, changes in health-care policy, pricing changes, new indications, competition and much more in your sales forecasting.

    Deploy rigorous analytics to inform strategic discussions

    Conduct what-if analyses and weigh the impact of uncertainty with built-in support of Monte Carlo simulations, scenarios and sensitivity analysis.

    Provide insight efficiently to react quickly and effectively

    Generate insight-focused sales forecasting reports rapidly with a robust set of standard reports and export them for further analysis or integration into presentations.  

    Develop a forecast that reflects real patient-flow dynamics

    Deploy a user-friendly tool that allows your team to define a dynamic patient-flow focused on understanding treatment pathways, modeling share dynamics and converting patients to a sales forecast without the need for any systems dynamics, spreadsheet modeling or programming.

    Crossbow is a quick-to-implement, cost-effective solution that combines a simple user interface with a powerful systems dynamics engine built expressly for sales forecasting to make informed, strategic decisions. It delivers business-focused, actionable insights in an Excel-based modeling solution that is transparent and easy to use.

    Create a single view of the entire product’s life cycle

    Take advantage of dynamic forecasting horizons by integrating multiple time frames together to address monthly, quarterly and annual forecasting needs in a single model.

    Model patient-flow to handle any therapeutic area

    Create fully flexible forecast structures that can be configured with any sequence of filters, feedback loops, flows and segments to model both the epidemiology and treatment process and flow of patients.

    Account for market events to realistically model the future

    Leverage a powerful event engine with source of business to model product launches, changes in health-care policy, pricing changes, new indications, competition and much more in your sales forecasting.

    Deploy rigorous analytics to inform strategic discussions

    Conduct what-if analyses and weigh the impact of uncertainty with built-in support of Monte Carlo simulations, scenarios and sensitivity analysis.

    Provide insight efficiently to react quickly and effectively

    Generate insight-focused sales forecasting reports rapidly with a robust set of standard reports and export them for further analysis or integration into presentations.

    Forecast potential of marketed products using trend forecasting

    Deploy a user-friendly tool that allows your team to trend historical data with automated regressions, model the impact of future market dynamics and convert trended units into a trend forecast without the need for any complex spreadsheet modeling, add-ins or programming.

    Janus is a quick-to-implement, cost-effective solution that combines  a simple user interface with a powerful regression engine built expressly for trend forecasting to make informed, strategic decisions. It delivers business-focused, actionable insights in an Excel-based modeling solution that is transparent and easy to use.

    Model the market in any way you see fit

    Organize your historical data and trend forecast based on how you view the market with support to create, aggregate and manage sales forecasting across any number of segments, including by indication, SKU, country or any other type of segmentation.

    Take advantage of appropriate trending methods

    Create projections of the future based on historical trends with built-in, easy to use, automated regression modules for trend forecasting.

    Account for market events to realistically model future dynamics

    Leverage a powerful event engine with source of business to model ex-trend events such as product launches, changes in health-care policy, pricing changes, new indications, competition and much more in your sales forecasting.

    Deploy rigorous analytics to provide significant value to strategic discussions

    Conduct what-if analyses and weigh the impact of uncertainty with built-in support of Monte Carlo simulations and sensitivity analysis for your trend forecast.

    Provide insight efficiently to react quickly and effectively

    Generate insight-focused sales forecasting reports rapidly with a robust set of standard reports and export them for further analysis or integration into presentations.

    Create one version of the truth

    Manage one version of the truth by consolidating all sales forecasting information in a single repository where users can collaborate and share a common, single view of sales forecasts.

    ZS Forecast Manager is our cloud-based offering that integrates with our Excel forecasting tools and streamlines the sales forecasting process to upload forecasts and manage version control online for collaboration, reporting and aggregation.

    Leverage ZS Forecast Manager to help streamline your sales forecasting process and allow your team and stakeholders to make more informed decisions through improved online reporting, analytics, version management and access control.

    Access information at anytime from anywhere

    Access our forecasting tools and forecast information from any Internet-connected computer or web-enabled device at any time, anywhere in the world, with our cloud-based platform.

    Manage version control

    Implement strong version control with the ability to clearly search, view and compare sales forecasting information across versions and organize information through a powerful tagging system based on how your organization defines the market.

    Administer the sales forecasting process with peace of mind

    Control user access rights, stay on top of user activity and manage distribution of forecasting tools and information.

    Deploy rigorous analytics to inform strategic discussions

    Conduct portfolio level what-if analyses and weigh the impact of uncertainty with built-in support of Monte Carlo simulations, scenarios, sensitivity analysis and incorporation of probabilities of technical success.

    Provide insight efficiently to react quickly and effectively

    Generate insight-focused reports rapidly with a robust set of standard reports and export them for further analysis or integration into presentations at the individual or aggregated portfolio level.

    Utilize patient-based forecasting to understand the market opportunity

    Deploy a user-friendly tool that allows your team to estimate market opportunity with patient-based forecasting focused on understanding disease epidemiology, modeling share dynamics and converting patients to a sales forecast without the need for complex spreadsheets or programming.

    Crossbow is a quick-to-implement, cost-effective solution that was built expressly for sales forecasting to make informed, strategic decisions. It delivers business-focused, actionable insights in an Excel-based modeling solution that is transparent and easy to use.

    Create a single view of the entire product’s life cycle

    Take advantage of dynamic forecasting horizons by integrating multiple time frames together to address monthly, quarterly and annual forecasting needs in a single model.

    Model epidemiology to handle any therapeutic area

    Create patient-based forecasting segments that reflect the way you think about patient epidemiology and the market with any number of segments, calculations and steps in the patient funnel to define the market size, share of market and revenue.

    Account for market events to realistically model the future

    Leverage a powerful event engine with source of business to model product launches, changes in health-care policy, pricing changes, new indications, competition and much more in your sales forecasting.

    Deploy rigorous analytics to inform strategic discussions

    Conduct what-if analyses and weigh the impact of uncertainty with built-in support of Monte Carlo simulations, scenarios and sensitivity analysis.

    Provide insight efficiently to react quickly and effectively

    Generate insight-focused sales forecasting reports rapidly with a robust set of standard reports and export them for further analysis or integration into presentations.  

    Develop a forecast that reflects real patient-flow dynamics

    Deploy a user-friendly tool that allows your team to define a dynamic patient-flow focused on understanding treatment pathways, modeling share dynamics and converting patients to a sales forecast without the need for any systems dynamics, spreadsheet modeling or programming.

    Crossbow is a quick-to-implement, cost-effective solution that combines a simple user interface with a powerful systems dynamics engine built expressly for sales forecasting to make informed, strategic decisions. It delivers business-focused, actionable insights in an Excel-based modeling solution that is transparent and easy to use.

    Create a single view of the entire product’s life cycle

    Take advantage of dynamic forecasting horizons by integrating multiple time frames together to address monthly, quarterly and annual forecasting needs in a single model.

    Model patient-flow to handle any therapeutic area

    Create fully flexible forecast structures that can be configured with any sequence of filters, feedback loops, flows and segments to model both the epidemiology and treatment process and flow of patients.

    Account for market events to realistically model the future

    Leverage a powerful event engine with source of business to model product launches, changes in health-care policy, pricing changes, new indications, competition and much more in your sales forecasting.

    Deploy rigorous analytics to inform strategic discussions

    Conduct what-if analyses and weigh the impact of uncertainty with built-in support of Monte Carlo simulations, scenarios and sensitivity analysis.

    Provide insight efficiently to react quickly and effectively

    Generate insight-focused sales forecasting reports rapidly with a robust set of standard reports and export them for further analysis or integration into presentations.

    Forecast potential of marketed products using trend forecasting

    Deploy a user-friendly tool that allows your team to trend historical data with automated regressions, model the impact of future market dynamics and convert trended units into a trend forecast without the need for any complex spreadsheet modeling, add-ins or programming.

    Janus is a quick-to-implement, cost-effective solution that combines  a simple user interface with a powerful regression engine built expressly for trend forecasting to make informed, strategic decisions. It delivers business-focused, actionable insights in an Excel-based modeling solution that is transparent and easy to use.

    Model the market in any way you see fit

    Organize your historical data and trend forecast based on how you view the market with support to create, aggregate and manage sales forecasting across any number of segments, including by indication, SKU, country or any other type of segmentation.

    Take advantage of appropriate trending methods

    Create projections of the future based on historical trends with built-in, easy to use, automated regression modules for trend forecasting.

    Account for market events to realistically model future dynamics

    Leverage a powerful event engine with source of business to model ex-trend events such as product launches, changes in health-care policy, pricing changes, new indications, competition and much more in your sales forecasting.

    Deploy rigorous analytics to provide significant value to strategic discussions

    Conduct what-if analyses and weigh the impact of uncertainty with built-in support of Monte Carlo simulations and sensitivity analysis for your trend forecast.

    Provide insight efficiently to react quickly and effectively

    Generate insight-focused sales forecasting reports rapidly with a robust set of standard reports and export them for further analysis or integration into presentations.

    Create one version of the truth

    Manage one version of the truth by consolidating all sales forecasting information in a single repository where users can collaborate and share a common, single view of sales forecasts.

    ZS Forecast Manager is our cloud-based offering that integrates with our Excel forecasting tools and streamlines the sales forecasting process to upload forecasts and manage version control online for collaboration, reporting and aggregation.

    Leverage ZS Forecast Manager to help streamline your sales forecasting process and allow your team and stakeholders to make more informed decisions through improved online reporting, analytics, version management and access control.

    Access information at anytime from anywhere

    Access our forecasting tools and forecast information from any Internet-connected computer or web-enabled device at any time, anywhere in the world, with our cloud-based platform.

    Manage version control

    Implement strong version control with the ability to clearly search, view and compare sales forecasting information across versions and organize information through a powerful tagging system based on how your organization defines the market.

    Administer the sales forecasting process with peace of mind

    Control user access rights, stay on top of user activity and manage distribution of forecasting tools and information.

    Deploy rigorous analytics to inform strategic discussions

    Conduct portfolio level what-if analyses and weigh the impact of uncertainty with built-in support of Monte Carlo simulations, scenarios, sensitivity analysis and incorporation of probabilities of technical success.

    Provide insight efficiently to react quickly and effectively

    Generate insight-focused reports rapidly with a robust set of standard reports and export them for further analysis or integration into presentations at the individual or aggregated portfolio level.