ARE US PHARMA COMPANIES SET TO OPTIMIZE INVESTMENTS IN CRM SOFTWARE?
US Pharma industry has always been open to adopting state of art technology solutions to improve sales force effectiveness. Many large companies have adopted multiple solutions to address all their needs around CRM. They are however realizing that the total cost of ownership (TCOs) of the software investments made, are getting to be disproportionate to […]
OLAP CUBES FOR SALES “MIS” IN KEA
Definition of OLAP cube: Refer Usage of OLAP cube for Sales MIS in Kea: We used cubes to implement Sales MIS module in our product Kea. Process of the implementation is explained in the following sections:As for an example, we may have the following dimensions in a warehouse for keeping master and transaction sales data. Zonal Data […]
SHOULD PHARMA COMPANIES PREPARE BETTER FOR UCPMP?
UCPMP, (Uniform Code for Pharmaceuticals Marketing Practices) is a subject that has been around for over one and a half years now. This was issued by Dept of pharmaceuticals in Dec 2014 and is meant to be adopted by Pharma companies voluntarily. Since Dec 2014, there has been an expectation in the industry that this will […]
WHAT DO LARGE INDIAN PHARMA COMPANIES LOOK FOR IN A CRM SOLUTION?
Introduction Any large IPA (Indian Pharmaceutical Alliance) company is usually equivalent to the size of 10-15 mid- sized pharma companies put together, in India. Because of the size of the operation, their requirements on CRM are more complex and advanced as compared to SME companies in this industry. So, what is so different in the […]
CRM TOOLS FOR PHARMACEUTICALS – A PERPETUAL EVOLUTION STORY
Implementation of CRM tools as a strategy has evolved beyond just capturing daily call activities. With ever evolving challenges, especially faced by Pharmaceutical, Medical Devices and Life Sciences companies, CRM implementation in these sectors have taken unprecedented importance. These firms face many challenges both internally and externally – increasing price sensitivity among customers, rising competition, […]
TRACKING ONLY “EFFORT” OF MR S WITHOUT TRACKING “RESULTS” IN A CRM SOFTWARE IS LIKE BATTING WITHOUT LOOKING AT THE SCORE BOARD IN A T-20 CRICKET MATCH
I have seen many CRM solutions that Pharma companies are using – including some popular global solutions that MNC s typically use. What is striking about them is that most of them go to great lengths to incorporate CLM (Closed Loop Marketing) and perhaps also tracking all the “effort” from the field force. However, not […]
FIRST LINE MANAGER-KEY TO BETTER SALES FORCE EFFICIENCY
Every time we think of the sales team of a pharmaceutical or medical device company, undeniably the first set of people that come to our minds are the field reps or the medical reps who belong to the bottom of the pyramid. Medical Reps are the ones who are directly in touch with the doctors. […]
IS THERE A NEED FOR DIFFERENTIATION FOR SPECIALTY DIVISION IN A CRM SOLUTION?
From our experience of being in the Pharma CRM domain for the last 8-9 years, it has made us realize that a specialty driven team/company works differently than a non specialty team/company. Before we jump to the intricacies of how a Pharma CRM solution, for both specialty and non specialty should be different, lets start by […]
IS THERE A NEED FOR “WAVE 2” CRM AUTOMATION IN THE PHARMA INDUSTRY?
Before I pose this question, the first thing to clarify is: What is Wave 1 automation, and what do I mean by Wave 2? By Wave 1, I essentially mean automation of all manual processes, such as Call Plans, Tour Plans, Daily Reporting, Expense reimbursements and some of the associated areas. By and large the […]