PHADIA US INC. | MEDICAL DIAGNOSTICS | PORTAGE, MICHIGAN Transforming business intelligence to fuel growth A medical diagnostics firm and ZS developed a business intelligence solution to empower the sales force and slash costs. The Problem Finding meaning in a sea of data Phadia, now a part of Thermo Fisher Scientific, makes leading medical diagnostic products for allergy, asthma and autoimmune diseases. This division of Thermo Fischer Scientific employs a national sales force aimed at primary-care physicians and labs—it resembles a pharmaceutical company’s sales force but operates in different ways. A couple of years ago, its sales model was helping it grow, but Phadia’s analytics capabilities were not keeping up. “We were adding more reps and labs, and were in s

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