Case Study: Launching with Confidence: Empowering a Specialized Field Force for a Pediatric Formula

CASE STUDY

Launching with Confidence: Empowering a Specialized Field Force for a Pediatric Formula

Global nutrition company launched a hypoallergenic infant formula for CMPA. With ACTO’s IFE model, they unified training, boosted rep confidence, and improved readiness—driving a 44% sales lift, faster onboarding, and measurable competency gains.Contents

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Strategic Snapshot

In 2023, a global clinical nutrition company launched a hypoallergenic infant formula developed for infants with cow’s milk protein allergy (CMPA). The product addressed a critical therapeutic gap, requiring reps to communicate its clinical value across a diverse range of healthcare professionals, from pediatricians and allergists to registered dietitians.

The company’s U.S. field team, small and decentralized, needed to ramp quickly, consistently, and confidently. With no physical headquarters and limited in-person training resources, they required a modern approach to onboarding and enablement; one that could scale remotely, maintain clinical integrity, and still drive commercial outcomes.

They turned to ACTO to lead this transformation.

Challenges in a Complex Launch Environment

The organization faced several training and execution hurdles ahead of its high-stakes launch:

Fragmented Content and Systems
Training was previously housed in disconnected platforms and shared drives, creating friction for learners and trainers alike.

Limited Visibility
Regional and national leaders lacked real-time insight into rep readiness, training progress, and competency development.

Inconsistent Engagement
Without structure or accountability, onboarding experiences varied widely by individual.

No Centralized Office
With the U.S. office closed, the team had to design a digital-first strategy from the ground up.

These conditions made it clear: content alone wasn’t enough. The company needed data, structure, and insight to activate its field force for this product launch.

Solution: Intelligent Field Excellence Model

To enable a successful launch, the company implemented ACTO’s Intelligent Field Excellence (IFE) platform. This approach unified training, performance, and coaching across the field force.

“ACTO gave us structure, visibility, and momentum. We finally know what’s working, and we’re evolving faster because of it.”

Sales Learning & Development Lead, ACTO Summit 2025

“ACTO gave us structure, visibility, and momentum. We finally know what’s working, and we’re evolving faster because of it.”

Sales Learning & Development Lead, ACTO Summit 2025

Key Components Included:

Structured Onboarding Journeys
A clear, hyperlink-driven calendar guided reps through therapeutic training, shadowing, certification, and field deployment.
Role-Based Scenarios
Simulated interactions helped reps practice articulating product value to different
HCP types.
Pre/Post Testing
Assessments identified knowledge retention gaps early, allowing for
timely reinforcement.
Real-Time Actionable Insights
Managers accessed region-level progress, performance trends, and
competency benchmarks.
Hybrid Coaching Model
Provided the digital foundation while in-region coaching reinforced behavior and messaging post-launch.

Impact and Business Results

44% Increase in Monthly Sales Post-Launch¹

Following implementation, the company saw a 44% increase in average monthly sales of the new product. This measurable growth coincided with improvements in rep readiness, clinical confidence, and selling effectiveness supported by ACTO.

“If we get someone into the field even one week earlier, that’s a week of additional sales. That’s ROI.”

- Sales Learning & Development Lead, ACTO Summit 2025

Looking Ahead: Personalization and Predictive Insights

AI-Powered Coaching Simulations: Tailored scenarios will mimic specific HCP personas, allowing reps to practice engaging with dietitians, pediatricians, and specialists in contextually accurate ways.

Sales and Competency Correlation: Field coaching reports are being cross-referenced with sales data to identify which behaviors (such as questioning or closing) drive commercial success.

Increased Stakeholder Collaboration: Training teams are using ACTO metrics to justify investments, refine training structure, and align with evolving commercial strategy.

Conclusion

In a high-stakes, remote-first environment, the company turned a complex pediatric product launch into a commercial success. ACTO was the backbone that enabled this transformation, providing the tools, structure, and insight required for the field force to thrive. With ACTO, they moved beyond content delivery and into measurable field excellence—faster time to field, improved selling skills, and ultimately, commercial growth.

From better onboarding to smarter coaching and real business impact, this partnership delivered far more than training. It delivered results.

Want to replicate this success in your organization?

About ACTO

ACTO is an Intelligent Field Excellence (IFE) platform built for life sciences that unifies human intelligence with empathetic AI to help Sales, Medical, Market Access, and Marketing teams improve customer engagement and brand performance. With ACTO, biopharma companies can ensure field professionals are always competent, confident, and credible in face-to-face HCP interactions, while providing senior leaders and frontline managers with the insight they need to drive continuous field force effectiveness. As a validated platform compliant with FDA 21 CFR Part 11 and SOC 2 Type II certified, ACTO is the trusted partner for intelligent field excellence in the Life Sciences industry.