Sfide

Vaccines and immuno-therapeutics demand exceptional operational discipline across distribution. The company faced multiple challenges in aligning distributor behavior with its strategic and regulatory priorities:

• Inconsistent inventory availability: Stock-outs and uneven SKU coverage across territories impacted immunization programs.
• Cold-chain risk exposure: Maintaining temperature integrity through last-mile distribution required stronger accountability.
• Slow expansion into new healthcare accounts: Distributors prioritized faster-moving portfolios over vaccines.
• Delivery and service variability: On-time and in-full (OTIF) performance differed widely by distributor.
• High regulatory burden: Serialization, documentation, and traceability compliance required constant vigilance.
• Fragmented incentive programs: Manual rebate tracking delayed payouts and reduced distributor trust.

Personas involved

• Distributors & Wholesalers: Manage vaccine inventory, cold-chain logistics, hospital and pharmacy relationships, and regulatory documentation.

• Supply Chain & Logistics Teams: Monitor inventory levels, delivery SLAs, temperature compliance, and distribution efficiency.

• Sales & Channel Management Teams: Design distributor incentive programs, expansion strategies, and volume growth plans.

• Quality & Regulatory Affairs Teams: Oversee serialization, track-and-trace compliance, audits, and documentation standards.

• Program Admin / Super Admin: Configures Compass incentive rules, validates performance data, manages budgets, and oversees payouts.

The solution

The company required a distributor-first engagement platform that could incentivize the right behaviors across availability, compliance, and growth—without adding operational overhead. Xoxoday Compass delivered a centralized, rules-driven channel incentive ecosystem purpose-built for pharmaceutical distribution.

• Stocking & inventory incentives to ensure product availability: Xoxoday Compass rewarded distributors for maintaining optimal stock levels, expanding SKU coverage, and meeting inventory benchmarks—reducing stock-outs and stabilizing vaccine availability across regions.

• Cold-chain compliance rewards to protect product integrity: Distributors earned incentives for maintaining temperature compliance, proper handling, and validated cold-chain logs—reinforcing accountability for product efficacy and patient safety.

• Account expansion bonuses to grow market access: Xoxoday Compass incentivized distributors to onboard new hospitals, pharmacies, and healthcare institutions with per-account bonuses—accelerating penetration into under-served territories.

• On-time delivery recognition for operational excellence: The platform rewarded high OTIF performance, order accuracy, and SLA adherence—driving service reliability across the distribution network.

• Regulatory compliance incentives for traceability and audits: Distributors received compliance-based rewards for meeting serialization, track-and-trace, and documentation standards—reducing audit risk and ensuring supply chain integrity.

• Volume growth rebates to drive portfolio prioritization: Xoxoday Compass enabled tiered, milestone-based rebates that escalated with purchase volume—encouraging distributors to prioritize vaccines over competing manufacturers.

• Seamless integrations for automation and transparency: By integrating with ERP, logistics, and compliance systems, Compass automated eligibility validation, reduced manual reconciliation, and ensured timely, transparent incentive payouts.

Impact

• 31% improvement in inventory availability, significantly reducing stock-out incidents across key regions.
• 27% increase in cold-chain compliance adherence, supported by performance-linked incentives.
• 24% growth in new hospital and pharmacy account onboarding, accelerating vaccine reach.
• 19% improvement in on-time delivery rates, strengthening service reliability.
• 100% serialization and documentation compliance among top-tier distributors.
• INR 92 crore in automated distributor incentives processed annually, with faster settlements and improved channel trust.

Conclusion

By implementing Xoxoday Compass, the vaccines manufacturer transformed distributor engagement from transactional rebates to a strategic, compliance-driven partnership model. Through inventory discipline, cold-chain accountability, regulatory excellence, and growth incentives, Xoxoday Compass helped build a resilient distribution ecosystem—ensuring vaccines reached patients safely, reliably, and at scale across India.