Pharmaceuticals CRM and Business Intelligence Reporting

Transcription

1 Pharmaceuticals CRM and Business Intelligence ing Feb 2011 Rev: 1.0 1

2 SalesPharma is a Canadian Pharmaceuticals CRM Technology and Consulting Company with strong local presence in the MENA region. The SalesPharma team has been helping companies advance their marketing and sales practices by the provision of an integrated framework that links Marketing/Product Strategy with Sales Force Execution. The team has been able empower companies with the needed analytics and tools to help focus the right resources on the right customers to reach the right levels of efficiencies and effectiveness for improved sales results. We are proud providers of CRM and Business intelligence technologies, consulting and training services in companies operating in Jordan, Saudi Arabia, Kuwait, United Arab Emirates, Qatar and Bahrain. Below is a list of some of our customers: EbnSina Medical Qatar and Bahrain Hikma Pharmaceuticals MENA Region Jordan Pharmaceutical Manufacturing JPM Jordan Liptis Pharmaceuticals UAE, Egypt, Saudi Arabia and Kuwait Al Danah Medical Est Qatar Lunatus medical JOSWE Medical UAE, KSA, Qatar, Kuwait and Bahrain Jordan, Sudan and Yemen 2

3 Our Offering is Business &Technology We help our customers improve the current processes including technologies for marketing and sales teams. We will be working with YOUR COMPANY to: 1. Provide the ability to segment and target customers, campaign management, sales forecasts management, cost analysis of visits and sample distribution in addition to enhancing collaboration through task and event management. 2. Provide marketing and brand management teams with the ability to perform portfolio rationalization activities per segment. 3. Provide YOUR COMPANY representatives with an easy to use CRM system to plan and report visits with the ability to work offline (No Internet) for advanced mobility. 3

4 4. Provide YOUR COMPANY with the capabilities to develop KPIs to measure efficiency and effectiveness of marketing and sales operations. 5. Provide YOUR COMPANY with sales and inventory data integration with. The business intelligence capabilities of SalesPharma gives YOUR COMPANY the ability to have a bird s eye view of sales and marketing operations at the segment level including information such as sales forecasts, by value, volume, actual sales, visits count, Face time, sample distribution and cost of visits: 6. Support YOUR COMPANY s sales and marketing code of conduct guidelines for sample distribution, customer engagement, quality of service, transparency and auditability of practices. 7. Provide availability of the CRM solution and support for YOUR COMPANY global marketing and sales teams. 4

5 Sample Pre Configured s Contact s: Code CR001 CR002 CR003 CR004 CR005 CR006 CR007 Name Doctors Contact Information Pharmacies Contact Information Doctors Segmentation Products Information Doctors Segmentation By Volume Med Rep Short Listed Doctors Med Rep Short Listed Pharmacies Description You can use this report to view key contact information on doctors such as code, name, address and the status of practice. You can use this report to view key contact information on pharmacies such as code, name, pharmacists, address and location classification. You can use this report to view segmentation of doctors based on volume, value and advocacy for the different therapeutic class. You can use this report to view key product information such as code, brand name, generic name, manufacturer, strength, package, pharmacy price, public price, year in market, Year patent end, and year phase out. You can use this report to view segmentation of doctors based on volume. You can use this report to view shortlisted doctors for a medical rep You can use this report to query the list of pharmacies identified by the medical rep as his/her short list Sales s: Code SR001 SR002 Name Sales Orders Sales Forecast Summary Description You can use this report to view all sales order entered in the system for a date range. You can use this report to view summary information on the sales forecasts provided by the sales team. BI s: Code BI001 BI002 BI003 BI004 BI006 Name Summary Marketing and Sales Result at Supplier level Summary Marketing and Sales Result at Brand level Summary Marketing and Sales Result at Product level Summary Client Purchase YTD and Quarter Marketing and Sales Results Description This report shows the CRM operational and sales results at the supplier level. This report shows the CRM operational and sales results at the brand level for suppliers. This report shows the CRM operational and sales results at the detail product level. This report shows client purchases and marketing operations data This report shows year to date marketing and sales results 5

6 Operational s: Code OR001 OR001kam OR002 OR002kam OR003 OR004 OR005 OR006 OR006kam OR007 OR008 OR009 Name Daily Medical Reps Visits KAM Daily Visits Weekly Medical Reps Visits KAM weekly Visits Overall Medical Reps Visits Summary Events Summary Tasks Total Reps Visits KAM Total Reps Visits Scheduled Visits Door Closed Visits Query Completed Visits With Feedback Description You can use this report to view a medical rep visits in a selected date for doctors and pharmacies. It shows the doctor name, primary and secondary drug and comments and provides printed space for approvals and signatures. You can use this report to view detail information regarding admin visits You can use this report to view daily number of visits in a selected week range for doctors and pharmacies. It provides printed space for approvals and signatures. You can use this report to view the weekly visits of a medical rep You can use this report to view number of visits listed by date in the selected date range for doctors and pharmacies. It provides printed space for approvals and signatures. You can use this report to view key information on events during the specified date range. You can use this report to view key information on tasks assigned to staff during the specified date range. You can use this report to view reported visits for a medical rep during the specified date range. You can use this report to view KAM visits for a medical rep during the specified date range. You can use this report to view door closed visits for a medical rep during the specified date range. You can use this report to view visits by selecting type of feedback received during a date range. You can use this report to view visits by selecting type of follows up action required during a date range. 6

7 Analytical s: Code AR001 Name Total SalesCalls Per Product Description You can use this report to analyze product focus in terms of number of visits completed for the selected products during a time period of your choice. AR001kam KAM Product Focus You can use this report to analyze KAM product focus in terms of number of visits completed for the selected products during a time period of your choice. AR004 AR005 AR006 AR007 AR008 AR009 AR009M AR010 AR010p AR010R AR010Rp AR011 AR014 Summary Visits Coverage Doctors Visits Coverage Pharmacies Visits Coverage Doctors Track Record Visits Feedback Summary Rep Sales Effectiveness Metrics My KPI Metrics SalesCalls Effectiveness Metrics for Doctors SalesCalls Effectivensess Metrics for Pharmacies Regional Effectiveness Metrics for Doctors Regional Effectiveness Metrics for Pharmacies Monthly Product SalesCalls Metrics SalesCalls Day of Week Patterns You can use this report to analyze doctor coverage metrics at specialty level such as total number of doctors visited, number of visits and number of samples given. You can use this report to analyze coverage metrics at doctors level such as number of doctors visited, number of visits and number of samples given. You can use this report to get key information about your team pharmacies coverage You can use this report to analyze each doctor level number of visits, number samples given, achieved face time, waiting time, number of door closed, total number of prescriptions. It also includes information on doctor preferences. You can use this report to analyze visits feedback at the product level in terms of number of doctors visited, number of positive, neutral and negative feedback. You can use this report to analyze metrics for the medical reps such as number of visits, achieved face time, waiting time, door closed and visits scheduled and not yet closed during a specified period of time. You can use this report to look at selected performance indicators metrics You can use this report to analyze metrics for each doctor such as number of visits, achieved face time, waiting time, number of samples given, number of products, number of reps, number of Rx and door closed visits. You can use this report to get key salescalls effectiveness metrics for pharmacies You can use this report to look to analyse key performance indicators at a macro level You can use this report to look to analyse key performance indicators at a macro level You can use this report to analyze monthly number of visits at the product level. You can use this report to analyze medical reps visits day patterns during a week. 7

8 Why Choose Partnership with SalesPharma Below are some key elements that we strongly believe will contribute to a healthy and long lasting partnership with YOUR COMPANY: 1. YOUR COMPANY will gain a high quality product and at an optimized Total Cost of Ownership (TCO) compared to other CRM vendors or building your CRM in-houses. Our team has deep domain expertise in pharmaceuticals marketing and sales. YOUR COMPANY will benefit from SalesPharma past deployments in Kuwait and the region. The green arrow in the below diagram shows the starting point in the deployment cycle when using SalesPharma. This reduces the time required to deploy the CRM, the risks involved and costs. 2. SalesPharma CRM solution is already developed, configured with best in class practices and technologies for pharmaceutical companies operating in the MENA regions. 3. YOUR COMPANY will also become a member of larger marketing team (Other customers of SalesPharma). This offers YOUR COMPANY the opportunity to contribute and take advantages of new practices in local and international markets. 8

9 SalesPharma s and Functionality SalesPharma is an already configured CRM solution designed to bring a unified global vision and localization for sales and marketing teams. Below are some conceptual building blocks available for YOUR COMPANY using the SalesPharma CRM/BI solution from data within the CRM and external sources? The table below provides high-level description of the modules that can be made available based on the organization managerial levels: SP Name Dashboard Business Intelligence and ing Services Campaign Management Sales Forecast Management Current Functionality This module brings key information to the users after login such as KPIs, Coverage and tasks assigned by managers. This module offers managers and medical representatives over 40 reports already configured to support their business. The reports are categorized under five sections. Section one includes contact reports provide for doctors, pharmacies and products. Section two includes analytical reports on product focus, effectiveness and efficiencies of marketing operations, frequency, time of visits, achieved face time...etc. Section three includes operational reports such as daily, weekly and monthly reports. Section five includes business intelligence reporting to link sales data with visits, sample distribution, sales forecasts, cost of visits and actual sales. This module provides the ability to enter information on marketing campaigns which are associated with sales forecasts and sales calls operations. This module gives the ability to preserve historical campaign details and to give the organization the ability to better estimate the ROI. This module provides the ability to enter and manage sales forecasts at the product level on monthly basis using volume or value. Managers can allocate sales forecasts by the contribution of each medical representative and their bonus structure. 9

10 SP Name Sales Calls Accounts Doctors Pharmacies Calendar Current Functionality This module is designed for visits. It provides the field sales force with multiple capabilities to perform planning and targeting activities. The system was designed to support teams operating in the MENA region and has been enhanced with feedback from multiple companies. Using this module the medical staff is provided with a number of options to plan and update visits such as review coverage, perform targeting based on segmentation values, search accounts and locations...etc. This module provides the ability to record information related to accounts. Example, hospitals, MOH, chain pharmacies etc. The CRM system provides the ability to classify accounts by sector (private or government) to enable advanced reporting, analysis and targeting exercises. This module provides the ability to enter detail information about doctors including volume, value and advocacy for segmentation purposes. It also provides enhanced capabilities to allocate reason for rating, best prescribed products, etc. This module provides the ability to enter pharmacy information and segmentation values for potential and fulfilment rating and assessment. It also provides enhanced capabilities to view efficiency policies for frequency of visits, expected percent, expected business etc. The system can be configured to automatically suggested and create classification ratings based on the sales data integrated into the system. This module provides the users with a fully enabled calendar with detail related to visits and events. Using the calendar the user can view current and last visit information, click to update the visits and events. The module also includes summary KPI information and the Supervisors are able to navigate to their subordinates calendars to view planned visits, coverage, events training time, vacations days and easily plan or record check or double visits. 10

11 SP Name Products Cost Analysis SalesOrder Events Tasks System Administration Current Functionality This module provides the ability to enter product detail information. Marketing managers are able to allocate messages for each product based on the overall marketing strategy at the different phases of the product life cycle. Product managers are able to establish key dates such as year in market, year patent end and year phase out. Such information along with the analysis of sales data will enable organizations to analyse sales in relation to the overall product life cycle. This module gives pharmaceutical companies capabilities to establish key metrics such as samples costs, cost per visit, cost of waiting time and cost per doctor to calculate the ROI. This module provides basic functionality to enter sales orders. Sales orders can then be viewed or sent to the sales department for processing. Also, the CRM data can be fully integrated with ERP system. This module provides the ability to enter two types of events. Individual events and companywide events. Individual events will show on the medical rep calendar only were the companywide events will show for all staff. This module provides the ability to assign and track tasks between staff. Assigned tasks will be displayed after login for each user. This capability aims at improving collaboration activities, track tasks and reduce communication costs. This module supports managing the security setup and functionality privileges. It gives the system administrators multiple capabilities to configure access based on country, region, account, product and managerial levels. 11