Company B Essay

• THE CLIENT

A leading regional healthcare service provider

Company B, or the company, is a 10 billion-dollar enterprise catering to over a dozen markets in Asia. With a clientele that includes the world’s top 10 pharmaceutical firms, it is among the leading healthcare service providers in the region. It offers a wide range of services that aim to make healthcare more accessible, with a focus on addressing major and persistent healthcare needs prevalent mostly in developing nations and disadvantaged communities. Company B harnesses big data to make its operations—and those of its clients—more seamless and efficient.

• THE CHALLENGE

Standardized training without comprising data security challenge

Product knowledge is crucial to the profitability of any business. It enables a company’s sales staff to understand the features of the products and services they are selling. Such understanding, in turn, allows

The immediate problem is in the company’s range of operations itself. Training every sales personnel from different locations in Asia would require manpower. It will involve higher operating cost, add to this the varying time zones, which made the comprehensive, synchronous training session more difficult to achieve. From a logistical perspective, there is also a higher likelihood of data intrusion in a cross-country—let alone physical—setup.

“In the past, we trained our employees by conducting formal training sessions. We know that formal training sessions work best when done in the same location and time zone. But we are talking about a regional undertaking here. During training sessions, our training staff would bring with them the training materials as they traveled from one site to another. And vice-versa,” the company said.

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