New Cognos Performance Solution Helps Pharmaceutical Companies Optimize Sales Quota Management



    - Cognos Sales Quota Allocation Blueprint offers best practices in quota
forecasting and modeling, enabling increased revenues and profitability across
the enterprise -

    BURLINGTON, MASS., December 11 /CNW/ - Cognos(R) (NASDAQ:   COGN) (TSX:
CSN), the world leader in business intelligence and performance management
solutions, today announced the launch of a new performance solution designed
to help pharmaceutical companies more effectively determine and manage
territorial sales quotas that are in line with corporate revenue objectives.

    According to Gartner: "Few organizations have aggressively explored the
potential strategic benefits -- that is, increasing their understanding of the
effectiveness of compensation strategies, and the interrelationships among
compensation, territories and quotas in securing sustained improvements in
sales performance. Moreover, at various points during the project planning and
execution life cycles, measures should be adopted to sustain awareness, focus
and commitment to capitalizing information as a strategic resource. At the
same time, technological options should be explored for potential
contributions to efforts." (*)

    The Cognos Sales Quota Allocation Blueprint provides a performance
management framework that helps pharmaceutical companies strike the right
balance of revenue targets that reflect each territory's unique market
characteristics in order to effectively meet organization-wide sales and
profitability goals. The Blueprint offers incentive compensation analysts and
sales managers enhanced visibility into their distributed sales management
processes, ensuring each sales force is maximizing revenues by focusing on the
right mix of products for their territory, and is working towards the most
appropriate performance incentives.

    Using out-of-the-box functionality from Cognos 8 Planning and Cognos 8
Business Intelligence (BI) - including dashboards, analytical reports and a
pre-configured data model - and encompassing pharmaceutical industry best
practices, the Cognos Sales Quota Allocation Blueprint lets pharmaceutical
companies:

    --  visualize historical outcomes and project future sales quota
attainment using intuitive dashboards

    --  forecast and model the optimal weighting of key sales quota drivers,
from which regional sales management can customize quota plans based on local
market conditions

    --  set future sales quotas based on the most historically accurate
business driver weightings

    --  consolidate disparate quotas across the organization to create a
single view of sales performance objectives

    --  shift scarce resources across territories to address changes in
internal or external factors impacting market conditions

    --  enable accountability, eliminate the use of distributed spreadsheets
and remove manual reconciliations through automated audit trails and powerful
workflow management

    "Managing salesforce quota can be a complex undertaking, particularly in
large, enterprise pharmaceutical organizations with hundreds or thousands of
sales people across different territories, each focusing on a different array
of products they need to bring to market. Without an effective quota
allocation system, pharmaceutical companies are at risk of missing new sales
opportunities, adjusting to new market conditions, and meeting bottom line
corporate objectives," said Susan Gold, vice president of industry marketing
and solutions, at Cognos. "The Cognos Sales Quota Allocation Blueprint offers
our customers the tools they need to ensure sales quotas are allocated fairly,
aligned with revenue objectives, and completed in a timely manner, freeing up
management's time to focus on driving revenues and profitability."

    Available immediately to customers, the Cognos Sales Quota Allocation
Blueprint is the fourth pharmaceutical solution launched in the past year and
a half. The Cognos Clinical Trial Enrollment Forecasting Blueprint, launched
in September 2007, together with the Cognos Clinical Trial Forecasting
Blueprint, launched in May 2006, enables customers to seamlessly update
financial projections as their enrollment projections evolve, helping them
better understand the cost of changes and the dollar effect of enrollment
projections. Rounding out current pharmaceutical offerings is the Cognos
Sample Optimization Blueprint, also launched in May 2006, and designed to help
organizations build optimal sample distribution strategies that take into
account current market conditions, field level information, inventory plans,
and other corporate goals.

    Cognos is a recognized leader in delivering performance management
solutions for the pharmaceutical industry. Currently, 25 of the top 30
pharmaceutical firms rely on Cognos performance management software, including
Novartis, Bayer UK, and Quintiles Transnational. For more information about
Cognos solutions for pharmaceuticals and life sciences, please visit
www.cognos.com/lifesciences

    (*) -- Source: "Sales Incentive Compensation Management Achieves
Operational Benefits, but Must Focus on Strategic Value" Michael Dunne,
Gartner, 5 April 2007

    About Cognos Performance Blueprints:

    Cognos offers a full suite of Performance Blueprints to address planning
and performance management process areas that directly impact an
organization's ability to create business value. Both functional and
industry-specific process areas can now be automated, streamlined and
transformed to help organizations quickly create more business value.
Developed by the Cognos Innovation Center for Performance Management, the
Cognos Performance Blueprints are a key component within the Cognos
Performance Management System, which combines technology, best practices,
analytical applications and solutions, and a broad network of partners into a
single performance management solution. For further information on the Cognos
Performance Blueprints see
http://www.cognos.com/innovationcenter/blueprint.html.

    About Cognos:

    Cognos, the world leader in business intelligence and performance
management solutions, provides world-class enterprise planning and BI software
and services to help companies plan, understand and manage financial and
operational performance.

    Cognos brings together technology, analytical applications, best
practices, and a broad network of partners to give customers a complete
performance system. The Cognos performance system is an open and adaptive
solution that leverages an organization's ERP, packaged applications, and
database investments. It gives customers the ability to answer the questions
-- How are we doing? Why are we on or off track? What should we do about it? -
and enables them to understand and monitor current performance while planning
future business strategies.

    Cognos serves more than 23,000 customers in more than 135 countries, and
its top 100 enterprise customers consistently outperform market indexes.
Cognos performance management solutions and services are also available from
more than 3,000 worldwide partners and resellers. For more information, visit
the Cognos Web site at http://www.cognos.com.

    Cognos and the Cognos logo are trademarks or registered trademarks of
Cognos Incorporated in the United States and/or other countries. All other
names are trademarks or registered trademarks of their respective companies.
Note to Editors: Copies of previous Cognos press releases and Corporate and
product information are available on the Cognos Web site at www.cognos.com.




For further information:

For further information: Media Contacts: Cognos David DeRosa,
613-738-1338 ext. 3317 david.derosa@cognos.com or Lois Paul & Partners, LLC
Kristen Orfanos, 781-782-5852 kristen_orfanos@lpp.com or Investor Relations:
Cognos John Lawlor, 613-738-3503 john.lawlor@cognos.com

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