DEAL MODELING CONCEPTS (McKESSON)

Q4 2023

The project team is preparing to solicit vendor bids to modernize the Deal Modeling process, with several AI-driven feature ideas in consideration.

  • Challenge

    How do you equip leadership with data to strategically shape the Deal Modeling roadmap and support the RFP process?

    Key goal: Our approach is to empower leadership with insights that highlight user needs, identify innovation opportunities and drive an efficient development process.

    Duration: 3 months
    Users: Deal Analysts, Sales Representatives, Executive Sponsors (internal employees)

  • My Role

    I helped map user journeys and stakeholder relationships through in-depth interviews, synthesizing insights into actionable strategies. We also organized a design jam to collaboratively develop innovative, user-centric solutions.

    Team includes:
    2 Product Designers

  • Outcomes

    Leveraging user insights, the team conceptualized an innovative tool designed to anticipate user needs and unlock hidden resources. These concepts provided valuable guidance to project leadership during the vendor RFP process.

Process

Discover

Our Design Lead, Jung, took the lead on this effort, handling much of the heavy lifting. I supported by taking detailed notes during interviews and contributing to the debriefs afterward. We began with the Analysts as our starting point and traced the touchpoints across their workflow. This process allowed us to map their journey, uncovering key needs and pain points along the way. It also identified the key stakeholders they collaborated with.

Insights

Key insights included: the need for deal transparency at all modeling stages, analysts spending excessive time on manual data tasks (with automation offering a productivity boost), and underutilized customer knowledge resources that need to be unlocked.

Innovation Opportunities

Armed with key insights, we organized a design jam with fellow designers to spark creativity. The outcome was a list of innovative ideas and features, which later informed project leadership and guided them throughout the RFP process.

A snapshot of our jam board filled with creativity and innovation. The ideas were curated and refined to be presented back to the Business unit.

Using a simplified User Journey, opportunities disguised as Pain Points were revealed. From there, extracting UX requirements for RFP was made possible.

  • Lessons

    In the discovery phase, opportunities for innovation was plentiful sometimes right in front of you. For example, Sales rep are sitting on valuable historical data that’s not being leveraged. Additionally, Analyst are spending 80% of their time on data prep instead of the actual work. Imagine the impact if their capacity is increased.

    The concepts provided helpful guidance to the leadership during the RFP process.