Decision Matrix: Selecting a CRM Vendor in the Pharmaceutical Market (Competitor Focus)

Transcription

1 A Datamonitor report Decision Matrix: Selecting a CRM Vendor in the Pharmaceutical Market (Competitor Focus) Published: Oct 07 Product Code: DMTC2133 Providing you with: Identifies which technology vendors pharmaceutical companies should 'shortlist' when considering the purchase of a CRM solution Provides a comparative technology assessment of the CRM solutions offered by leading vendors in the pharmaceutical market, globally Identifies which CRM solution providers have the most impact on the pharmaceutical market Use this report to... Understand the topography of the competitive landscape for CRM in the pharmaceutical industry Explores how end users perceive CRM vendors across eight categories such as product quality and service capabilities

2 Decision Matrix: Selecting a CRM Vendor in the Pharmaceutical Market (Competitor Focus) DMTC2133 Introduction This report provides a comparative analysis of the leading CRM vendors in the pharmaceutical industry in order to help companies select a CRM solution based on its technology strength, reputation amongst end users and ability to influence the market. Key findings and highlights By combining robust CRM technology with extensive market impact in the pharmaceutical sector, Oracle is positioned as the leader for CRM solutions in the life sciences; With its recent acquisition of Dendrite, Cegedim has increased its market impact and has positioned itself as an important leader in the pharmaceutical CRM market; By offering new technology platforms StayinFront and Salesforce.com have become important players in the pharmaceutical CRM landscape; and While still a newcomer, Verticals ondemand, boasts domain expertise and a competitive end-user interface. Reasons to buy Understand the topography of the competitive landscape for CRM in the pharmaceutical industry Identify the strengths and weaknesses of leading CRM vendors and their solutions Obtain insight into how IT managers in Pharma perceive key vendors in the market for CRM Contact us... From Europe: tel: fax: hcmarketing@datamonitor.com From the US: tel: fax: hcmarketing@datamonitor.com From Asia Pacific: tel: fax: apinfo@datamonitor.com

3 Sample pages from the report Decision Matrix: Selecting a CRM Vendor in the Pharmaceutical Industry Figure 1: The CRM in Pharma Decision Matrix* User sentiment (scale 1-10) Salesforce.com Verticals ondemand Cegedim Dendrite Oracle Decision Matrix: Selecting a CRM Vendor in the Pharmaceutical Industry 5.0 StayinFront recognized solution amongst surveyed respondents and it is also the solution that receives the highest scores across all end-user categories. Similarly, end users recognize and assign equally high scores to Dendrite products, assigning them one of the highest scores for the most specialized products in the pharmaceutical market. This finding seems to indicate that as long 8.0as a product meets specific 9.0 industry needs, it is irrelevant whether or not the solution was originally developed Technology assessment for the pharmaceutical industry exclusively or whether the solution evolved from a horizontal product. (scale 1-10) Explore Consider Shortlist Bubble size represents Market Impact Figure 3: Market leaders analysis: User sentiment Impact = 0 Impact = 10 Source: Datamonitor * Definitions of Market Impact, Technology, Sentiment and the Decision Matrix ratings can be found in the appendix. D A T A M O N I T O R Product quality 10 Client engagement 9 8 Decision Matrix: Customer Selecting support a CRM Vendor in the Pharmaceutical Industry Financial stability Despite the fact that Cegedim Dendrite and Oracle have considerable presence in the pharmaceutical CRM market, at the same time some of the smallest vendors offering new technology platforms are also the most successful or the fastest growing. As a leading on-demand CRM specialist, Salesforce.com is one of the market leaders in the new customer category. Similarly, Service Verticals capabilities ondemand is likely to play an important role in the competitive landscape, offering an innovative product that seems to meet the industry s need like a glove. Therefore, such on-demand vendors are expanding rapidly both because they are less mature and because their business model is based on rapid mass adoption. Decision Matrix: Selecting a CRM vendor in the pharmaceutical industry (Competitor Focus) DMTC2133/ Published 10/2007 Figure 4: Market leaders analysis: Market impact Service levels Datamonitor. This brief is a licensed product and is not to be photocopied Page 6 Vertical specialization Portfolio depth CRM installed base Cegedim Dendrite Oracle Salesforce.com StayinFront Verticals ondemand Company size Pharma Revenue 4 Source: Datamonitor D A T A M O N I T O R 2 Solution addressable installed base 0 Revenue growth As the pharmaceutical CRM Decision Matrix includes vendors with markedly different delivery models, it is important to note the perception of end users about on-demand vendors, such as Salesforce.com, compared to traditional vendors. As shown in Figure 3, Salesforce.com is one of the top three vendors in this category, receiving top scores for its customer Recognition New Customers Decision Matrix: Selecting a CRM vendor in the pharmaceutical industry (Competitor Focus) DMTC2133/ Published 10/2007 Geographic reach Datamonitor. This brief is a licensed product and is not to be photocopied Page 11 Cegedim Dendrite Oracle Salesforce.com StayinFront Verticals ondemand Source: Datamonitor D A T A M O N I T O R Decision Matrix: Selecting a CRM vendor in the pharmaceutical industry (Competitor Focus) DMTC2133/ Published 10/2007 Datamonitor. This brief is a licensed product and is not to be photocopied Page 13...Probably the most promising drugs are those with different mechanisms of action, like HCV protease inhibitors, and the other small molecules like polymerase inhibitors... EU key opinion leader, Stakeholder Opinions Hepatitis C Small-molecule antivirals pave the way for triple therapy

4 Decision Matrix: Selecting a CRM Vendor in the Pharmaceutical Market (Competitor Focus) DMTC2133 Table of contents DATAMONITOR VIEW CATALYST SUMMARY METHODOLOGY MARKET DEVELOPMENTS The competitive landscape for CRM in the life sciences is entering a new phase The CRM in Pharmaceuticals Decision Matrix - Oracle is the top leader by striking the right balance between industry specificity and functionality - Cegedim Dendrite is a leading vendor with strong industry expertise and an expanded installed base - With a new delivery model and strong end-user sentiment Salesforce.com is building momentum - StayinFront offers robust multi-channel capabilities on an updated technology platform - Verticals ondemand's VBioPharma CRM product will change the competitive landscape MARKET LEADERS Market leaders: Technology Assessment Market leaders: User sentiment Market leaders: Market Impact APPENDIX Definitions Datamonitor Ratings Extended methodology - Technology - User sentiment - Market Impact Further reading Ask the analyst LIST OF TABLES Table 1: The CRM in Pharma Decision Matrix* LIST OF FIGURES Figure 1: The CRM in Pharma Decision Matrix* Figure 2: Market leaders analysis: Technology Figure 3: Market leaders analysis: User sentiment Figure 4: Market leaders analysis: Market impact Figure 5: The Cegedim CRM in Pharma Radar: Teams Figure 6: The Dendrite CRM in Pharma Radar: Mobile Intelligence Figure 7: The Oracle CRM in Pharma Radar: Siebel Figure 8: The Salesforce.com CRM in Pharma Radar Figure 9: The StayinFront CRM in Pharma Radar Figure 10: The Verticals ondemand CRM in Pharma Radar THE CURRENT STANDARD OF CARE THERAPY - PEG-IFN ALFA PLUS RIBAVIRIN - HAS A SUBOPTIMAL TOLERABILITY AND EFFICACY PROFILE VENDOR ANALYSIS Oracle - Siebel: CRM in Pharma Radars - Recommendation: Shortlist Cegedim Dendrite - Teams: CRM in Pharma Radars - Recommendation: Shortlist Cegedim Dendrite - Mobile Intelligence: CRM in Pharma Radars - Recommendation: Shortlist Salesforce.com: CRM in Pharma Radars - Recommendation: Consider StayinFront: CRM in Pharma Radars - Recommendation: Consider Verticals ondemand: CRM in Pharma Radars - Recommendation: Explore Contact us... From Europe: tel: fax: hcmarketing@datamonitor.com From the US: tel: fax: hcmarketing@datamonitor.com From Asia Pacific: tel: fax: apinfo@datamonitor.com

5 Datamonitor: Your total information solution Datamonitor is a premium business information company helping 5,000 of the world's leading companies across the Automotive, Consumer Markets, Energy, Financial Services, Healthcare and Technology sectors. Our products and services are specifically designed to support our clients key business processes from corporate strategy to competitive intelligence. We provide an independent and trustworthy source of data, analysis and forecasts to improve these processes and ultimately, to help grow your business. Corporate Strategy & Business Planning Quality Data Make more effective strategic and business decisions Product Development & Commercialization Targeting & Influencing the Market Expert Analysis Accelerate delivery of commercial success Assess and influence your commercial and market environment HELPING TO GROW YOUR BUSINESS Market & Competitive Intelligence Future Forecasts Maintain or obtain critical competitive advantage Nothing speaks louder than our clients 3M Abbott Accenture Alcon Labs Allergan Almirall-Prodesfarma Altana Pharma AG Amersham Amgen Amrad Angelini Acraf Astellas AstraZeneca AT Kearney Baxter Bayer Healthcare AG Beaufour Ipsen Biochemie Biogen Idec Boehringer Ingelheim Boots Bristol-Myers Squibb Cantab Caremark International Chiesi Chiron Chugai CMC Co Daiichi Deutsche Morgan Grenfell Elan Eli Lilly Esteve Flamel Fournier Gehe Genzyme Gilead Gist Brocades GlaxoSmithKline IBM Immuno AG Johnson & Johnson Jouveinal LEK Lipha Lundbeck Merck KGaA Merck & Co Millennium Pharmaceuticals Nabi Biopharmaceuticals Novartis Novo Nordisk Pfizer Pharmachemie Pierre Fabre Pliva Procter & Gamble Ranbaxy Recordati Sankyo sanofi-aventis Schering AG Schering-Plough Schwarz Pharma AG Serono Shire Pharmaceuticals Solvay Pharmaceuticals Takeda TAP Pharmaceutical Teva UCB Uriach Vernalis Viatris Wyeth...89% of our clients use Datamonitor research to develop competitive intelligence... Source: Datamonitor Customer Research

6 Decision Matrix: Selecting a CRM Vendor in the Pharmaceutical Market (Competitor Focus) DMTC2133 Interested in this topic? Datamonitor s Public Sector Technology portfolio offers strategic research and advisory services that provide guidance for understanding the competitive landscape of the public sector and identifying opportunities in it. The contraction of private sector ICT spend and the emergence of egovernment initiatives have generated renewed interest for vendors in the public sector. Our expertise is focused on: technology to reach citizens, their uptake and the steps government is taking to meet these demands; streamlining systems and cutting costs; and technology procurement processes. Also available in this portfolio Future Spending of CRM Technologies, North America and Japan, (Databook) Forecast of CRM market size in Pharmaceuticals from Published: Jul-07 Product code: DBTC0046 Future Spending of CRM Technologies, Europe, (Databook) Forecast of CRM market size in Pharmaceuticals from Published: Jul-07 Product code: DBTC0047 Falling Margins in Pharma - increasing ROI through CRM (Market Focus) As the profit margins of pharmaceutical companies are squeezed there is a need for the industry to find greater efficiency in their sales force - and CRM can help resolve this problem. Published: Jul-07 Product code: BFTC1771 Bringing Drugs to Market The role of CRM in improving sales & marketing (Executive Presentation) This PowerPoint presentation provides a succinct review of all products from the Pharmaceutical Technology theme for Q3 2007: Bringing Drugs to Market The role of CRM in improving sales & marketing. Published: Jun-07 Product code: BFTC1774 For more information about our products visit Subscribe to Healthcare Monitor A monthly update of the latest Healthcare products, events, news and special offers from Datamonitor delivered to you by . To subscribe your contact details to hcmonitor@datamonitor.com with subscribe in the subject line.

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