Case Study:

Transforming Learning Initiatives:
The Roche-Paygos Alliance in Training Incentive Programs

The Challenge

Roche faced challenges with their medical device training and educating program for pharmacies. Adherence was inconsistent, reps were frustrated by the manual documentation and results processing requirements.  Pain points included manual tracking of program progress, completion admin and manually calculations and credit payment deliver to the pharmacies. Sales reps lost relationship building opportunities because of time wasted manually calculating and documenting trainings and credit payments during their visits.

In addition, Roche’s credit policy mandated extensive information collection for each payment. Combined with adherence to Roche’s training program standards, this further complicated each training session for their sales reps. In short onus of managing this manual program was costing Roche time and money.

The Solution

Paygos Training Incentive Management Program empowered Roche sales reps to utilize platform which automatically identified the stores visited through geolocation, automatically accessed the story level data history and handled the credit payment calculations and session documentation for 1000s of locations seamlessly. Our white labelled, turnkey technology solution eliminated every training program pain points, and delivered a better experience to pharmacy customers and enabled reps to engage more meaningfully with pharmacy customers.


  • 20%

    Increase in Sales Visits

  • 10%

    Increase in Product Recommendations

  • 10%

    Reduction in Payments
    issued per month

The Outcome

Roche’s sales, marketing and finance teams won back time. Sales and Marketing departments achieved increased program adherence and consistency resulting in a 20% increase in sales visits, which lead to a 10% increase in product recommendations by pharmacies.

Additionally, the Finance department gained control over payment capture validation and payment release leading to an -18% reduction in payments issued per month.


Roche’s implementation of Paygos Training Management Platform improved cross-departmental efficiency, accuracy, and effectiveness of the pharmacy media device training program.