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Copyright ©2010, Oracle. All rights reserved.
•<Insert Picture Here>




 Introducing the First Life Sciences On Demand CRM Solution
 That Doubles Selling Time and Halv...
Safe Harbor Statement


The following is intended to outline our general
product direction. It is intended for information...
Topics We’re Covering Today

• State of the Industry

• Oracle’s Response

• Product Demonstration

• Pricing & Availabili...
State of The Industry
Drug Pipelines Are Shrinking

 “ The er a of t he bl ockbust er dr ug i s over and t he
pi pel i ne ...
The Impact?




     Competition




                   Copyright ©2010, Oracle. All rights reserved.
The Impact?




     Competition                                                   Margins




                   Copyrigh...
What You Need to Do


• Make every interaction count

• Reduce costs

• Increase distribution & deploy everywhere




    ...
Copyright ©2010, Oracle. All rights reserved.
Life Sciences Reps
  Must Complete
50 Calls per Week



      Copyright ©2010, Oracle. All rights reserved.
But Doctors Have
 Little Time to
Take Sales Calls



     Copyright ©2010, Oracle. All rights reserved.
Most Meetings
 Take Place in Hallways,
and Every Second Counts



         Copyright ©2010, Oracle. All rights reserved.
And Your Competition is
Also Trying to Get Time
  with Your Prospects



        Copyright ©2010, Oracle. All rights reser...
The Numbers Tell the Story




Only 56 percent of                             The average                                 ...
We’ve Heard From You
           WHAT REPS FACE TODAY

• Constantly ‘stood up’
  by physicians
• Must carry mobile
  printe...
We’ve Heard From You
 TODAY’S CRM SYSTEMS ARE TOO COMPLEX
 Time consuming data entry
 Limited transactional reporting
 ...
Scheduling Appointments

Travel Time

                                                                                    ...
Scheduling Appointments

Travel Time

                                                                                    ...
Imagine If You Could…




   Increase the
 effectiveness of
 every interaction




                     Copyright ©2010, O...
And…




  Increase the                              Reduce the reporting
effectiveness of                             req...
You’d Get Better
  Interactions




     Copyright ©2010, Oracle. All rights reserved.
You’d Get More
 Interactions




    Copyright ©2010, Oracle. All rights reserved.
You’d Be Able To…



 Double selling
  time
 Halve reporting
  time




                    Copyright ©2010, Oracle. All...
Copyright ©2010, Oracle. All rights reserved.
Oracle’s Life Sciences Sales on the Go Solution




 Solution for selling, not just reporting
 CRM application you can s...
First Solution for Selling and Reporting

 Easy for organizations to build &
  tailor online presentations with
  no new ...
First Single Provider Solution That
Provides CRM Functionality…




 Sales Rep-Facing




                    Copyright ©2...
And Helps Reps Sell More Effectively




  Sales Rep-Facing                                                   Customer-Fac...
Copyright ©2010, Oracle. All rights reserved.
First Complete Single Provider Solution

 CRM functionality

 Analytics functionality

 Life Sciences functionality

 ...
First Solution Built for Sales Reps by Sales Reps

• Collaborated with 15 of the top 20
  Pharma companies
• Designed a ne...
First Solution That Drives Effectiveness,
   Productivity & Value

 Get Smarter.                                  1 Plan ...
GET
SMARTER

  Copyright ©2010, Oracle. All rights reserved.
GET MORE
PRODUCTIVE

   Copyright ©2010, Oracle. All rights reserved.
Copyright ©2010, Oracle. All rights reserved.
Copyright ©2010, Oracle. All rights reserved.
Get the Best Value.




                Copyright ©2010, Oracle. All rights reserved.
Get the Best Value
Option #1: Oracle Solution




                     CRM
                  Functionality




           ...
Get the Best Value
Option #1: Oracle Solution




                   Analytics
                  Functionality
           ...
Get the Best Value
Option #1: Oracle Solution




                  Life Sciences
                  Functionality
        ...
Get the Best Value
Option #1: Oracle Solution




                   eDetailing
                  Functionality
          ...
Get the Best Value
Option #1: Oracle Solution




                  On Demand

                   eDetailing
             ...
Get the Best Value
Option #1: Oracle Solution


               $90 Per User Per Month

                      Single
      ...
Copyright ©2010, Oracle. All rights reserved.
Get the Best Value
Option #2: Multi-Vendor Solution




                  On Demand                                  $125
...
Get the Best Value
Option #2: Multi-Vendor Solution




                  Life Sciences                               $225...
Get the Best Value
Option #2: Multi-Vendor Solution




                   Analytics
                  Functionality
     ...
Get the Best Value
Option #2: Multi-Vendor Solution




                    eDetailing
                   Functionality   ...
Get the Best Value
Option #2: Multi-Vendor Solution


                >$345 Per User Per Month

                     Integ...
Get the Best Value, Period.


$90 Per User Per Month                                >$345 Per User Per Month

      Single...
Copyright ©2010, Oracle. All rights reserved.
Get the Best Value
You Must Enable Sales Reps Globally




                 Copyright ©2010, Oracle. All rights reserved.
Get the Best Value
 Today’s Solutions Provide Limited Functionality




 Emerging markets
    select the
lowest cost solut...
Get the Best Value
   Emerging Markets Still Select the Lowest Cost Solution




Oracle’s Life Science
  solution delivers...
Get the Best Value for Global Deployments




               Copyright ©2010, Oracle. All rights reserved.
What Customers Are Saying about
     Oracle CRM On Demand



      “Agencourt’s sales team is very excited about
       Or...
What Customers Are Saying about
 Oracle CRM On Demand

“Oracle CRM On Demand is the best-proven CRM On
 Demand platform wi...
What Analysts Are Saying
“Oracle CRM On Demand Life Sciences Edition R17…contains a broad set of
 new features designed sp...
What Partners Are Saying
       “Incorporating important Life Sciences business processes, with
       embedded analytics ...
Oracle Leads in Life Sciences

             • 19 of the top 20 pharmaceutical
                  companies run Oracle CRM

...
The Most Life Sciences CRM Customers




              Copyright ©2010, Oracle. All rights reserved.
Why Do Customers Succeed with Oracle?
Only Oracle Delivers Complete Life Sciences CRM



 Analyst-rated best-in-class CRM ...
Release 17 Life Sciences Edition

 Make every
  interaction count

 Reduce costs

 Increase distribution
  & deploy eve...
Next Steps


Learn more: IDC White Paper:
The Changing Ecosystem of
Pharmaceutical Sales & Marketing

See more: Sign up fo...
Copyright ©2010, Oracle. All rights reserved.
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Oracle Crm On Demand Release 17 Life Sciences Edition

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  1. 1. Copyright ©2010, Oracle. All rights reserved.
  2. 2. •<Insert Picture Here> Introducing the First Life Sciences On Demand CRM Solution That Doubles Selling Time and Halves Reporting Time Oracle CRM On Demand Release 17 Life Sciences Edition Anthony Lye Senior Vice President, Oracle CRM
  3. 3. Safe Harbor Statement The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decision. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle. Copyright ©2010, Oracle. All rights reserved.
  4. 4. Topics We’re Covering Today • State of the Industry • Oracle’s Response • Product Demonstration • Pricing & Availability Copyright ©2010, Oracle. All rights reserved.
  5. 5. State of The Industry Drug Pipelines Are Shrinking “ The er a of t he bl ockbust er dr ug i s over and t he pi pel i ne of dr ugs i s not as r obust as i t once was” “ Pr oduct l aunches dr opped f r om 45 t o 27 bet ween 1999 and 2008” “W eak pr oduct pi pel i nes ar e i ns uf f i ci ent t o r epl ace pr oduct s t hat ar e goi ng of f - pat ent ” “ Expi r i ng dr ug pat ent s and weakeni ng pr oduct pi pel i nes have pl aced i ncr easi ng pr essur e on sal es and m ket i ng t eam t o dr i ve r evenue gr owt h” ar s Copyright ©2010, Oracle. All rights reserved.
  6. 6. The Impact? Competition Copyright ©2010, Oracle. All rights reserved.
  7. 7. The Impact? Competition Margins Copyright ©2010, Oracle. All rights reserved.
  8. 8. What You Need to Do • Make every interaction count • Reduce costs • Increase distribution & deploy everywhere Copyright ©2010, Oracle. All rights reserved.
  9. 9. Copyright ©2010, Oracle. All rights reserved.
  10. 10. Life Sciences Reps Must Complete 50 Calls per Week Copyright ©2010, Oracle. All rights reserved.
  11. 11. But Doctors Have Little Time to Take Sales Calls Copyright ©2010, Oracle. All rights reserved.
  12. 12. Most Meetings Take Place in Hallways, and Every Second Counts Copyright ©2010, Oracle. All rights reserved.
  13. 13. And Your Competition is Also Trying to Get Time with Your Prospects Copyright ©2010, Oracle. All rights reserved.
  14. 14. The Numbers Tell the Story Only 56 percent of The average A full product physicians are physician-rep discussion occurs willing to meet with interaction is only in only 15 percent sales reps 98 seconds of sales calls Sources: “A Prescription For Change,” Oliver Wyman, 2008; “Sales Force Effectiveness: The New Strategic Imperative,” IMS Copyright ©2010, Oracle. All rights reserved.
  15. 15. We’ve Heard From You WHAT REPS FACE TODAY • Constantly ‘stood up’ by physicians • Must carry mobile printers, truckloads of brochures, & samples in their cars • Spend too much time on reporting & administration Copyright ©2010, Oracle. All rights reserved.
  16. 16. We’ve Heard From You TODAY’S CRM SYSTEMS ARE TOO COMPLEX  Time consuming data entry  Limited transactional reporting  Take away from selling time  Don’t provide a way to share online presentations  Don’t provide a way to easily track samples & capture signatures  Don’t work offline  Too costly  Multi-vendor Copyright ©2010, Oracle. All rights reserved.
  17. 17. Scheduling Appointments Travel Time Reporting/ Administrative Selling/ Face Time Sample Drops/ Signature Capture Waiting for Physicians How a Typical Rep Spends Their Time Today Source: Oracle Industries Business Unit Copyright ©2010, Oracle. All rights reserved.
  18. 18. Scheduling Appointments Travel Time Reporting/ Administrative Selling/ Face Time Sample Drops/ Signature Capture Waiting for Physicians How a Typical Rep Spends Their Time Today Source: Oracle Industries Business Unit Copyright ©2010, Oracle. All rights reserved.
  19. 19. Imagine If You Could… Increase the effectiveness of every interaction Copyright ©2010, Oracle. All rights reserved.
  20. 20. And… Increase the Reduce the reporting effectiveness of required for every every interaction interaction Copyright ©2010, Oracle. All rights reserved.
  21. 21. You’d Get Better Interactions Copyright ©2010, Oracle. All rights reserved.
  22. 22. You’d Get More Interactions Copyright ©2010, Oracle. All rights reserved.
  23. 23. You’d Be Able To…  Double selling time  Halve reporting time Copyright ©2010, Oracle. All rights reserved.
  24. 24. Copyright ©2010, Oracle. All rights reserved.
  25. 25. Oracle’s Life Sciences Sales on the Go Solution  Solution for selling, not just reporting  CRM application you can show to customers ‘live’  Complete on demand life sciences solution from a single provider Copyright ©2010, Oracle. All rights reserved.
  26. 26. First Solution for Selling and Reporting  Easy for organizations to build & tailor online presentations with no new training  Easy for reps to share presentations with eDetailing  Easy for both to capture sales metrics in real time with industry’s most comprehensive analytics Copyright ©2010, Oracle. All rights reserved.
  27. 27. First Single Provider Solution That Provides CRM Functionality… Sales Rep-Facing Copyright ©2010, Oracle. All rights reserved.
  28. 28. And Helps Reps Sell More Effectively Sales Rep-Facing Customer-Facing Copyright ©2010, Oracle. All rights reserved.
  29. 29. Copyright ©2010, Oracle. All rights reserved.
  30. 30. First Complete Single Provider Solution  CRM functionality  Analytics functionality  Life Sciences functionality  eDetailing functionality  On demand  Single provider Copyright ©2010, Oracle. All rights reserved.
  31. 31. First Solution Built for Sales Reps by Sales Reps • Collaborated with 15 of the top 20 Pharma companies • Designed a new interface based on the combined knowledge of 100,000 sales reps • Conducted extensive Customer Advisory Board meetings globally in Princeton, San Francisco, London, Basel, Tokyo, Shanghai Copyright ©2010, Oracle. All rights reserved.
  32. 32. First Solution That Drives Effectiveness, Productivity & Value  Get Smarter. 1 Plan the Day 2 Visit a Customer Site 3 Setup a Sample 7 Sync Records Drop & Content  Get More Productive.  Get the Best 6 Complete 5 Deliver Full 4 Get Sample Call Report Detail Signature Value. Presentation Copyright ©2010, Oracle. All rights reserved.
  33. 33. GET SMARTER Copyright ©2010, Oracle. All rights reserved.
  34. 34. GET MORE PRODUCTIVE Copyright ©2010, Oracle. All rights reserved.
  35. 35. Copyright ©2010, Oracle. All rights reserved.
  36. 36. Copyright ©2010, Oracle. All rights reserved.
  37. 37. Get the Best Value. Copyright ©2010, Oracle. All rights reserved.
  38. 38. Get the Best Value Option #1: Oracle Solution CRM Functionality Copyright ©2010, Oracle. All rights reserved.
  39. 39. Get the Best Value Option #1: Oracle Solution Analytics Functionality CRM Functionality Copyright ©2010, Oracle. All rights reserved.
  40. 40. Get the Best Value Option #1: Oracle Solution Life Sciences Functionality Analytics Functionality CRM Functionality Copyright ©2010, Oracle. All rights reserved.
  41. 41. Get the Best Value Option #1: Oracle Solution eDetailing Functionality Life Sciences Functionality Analytics Functionality CRM Functionality Copyright ©2010, Oracle. All rights reserved.
  42. 42. Get the Best Value Option #1: Oracle Solution On Demand eDetailing Functionality Life Sciences Functionality Analytics Functionality CRM Functionality Copyright ©2010, Oracle. All rights reserved.
  43. 43. Get the Best Value Option #1: Oracle Solution $90 Per User Per Month Single Provider On Demand eDetailing Functionality Life Sciences Functionality Analytics Functionality $90 CRM Functionality Copyright ©2010, Oracle. All rights reserved.
  44. 44. Copyright ©2010, Oracle. All rights reserved.
  45. 45. Get the Best Value Option #2: Multi-Vendor Solution On Demand $125 CRM Functionality Copyright ©2010, Oracle. All rights reserved.
  46. 46. Get the Best Value Option #2: Multi-Vendor Solution Life Sciences $225 Functionality On Demand CRM Functionality + Copyright ©2010, Oracle. All rights reserved.
  47. 47. Get the Best Value Option #2: Multi-Vendor Solution Analytics Functionality $345 Life Sciences Functionality On Demand CRM Functionality + + Copyright ©2010, Oracle. All rights reserved.
  48. 48. Get the Best Value Option #2: Multi-Vendor Solution eDetailing Functionality $345 + eDetailing Analytics Functionality Life Sciences Functionality On Demand CRM Functionality + + + eDetailing Vendor?? Copyright ©2010, Oracle. All rights reserved.
  49. 49. Get the Best Value Option #2: Multi-Vendor Solution >$345 Per User Per Month Integration $345 + eDetailing + Integration eDetailing Functionality Analytics Functionality Life Sciences Functionality On Demand CRM Functionality System + + + eDetailing + Integrator?? Vendor?? Copyright ©2010, Oracle. All rights reserved.
  50. 50. Get the Best Value, Period. $90 Per User Per Month >$345 Per User Per Month Single Provider Integration eDetailing On Demand Functionality eDetailing Analytics Functionality Functionality Life Sciences Life Sciences Functionality Functionality Analytics On Demand Functionality CRM CRM Functionality Functionality System + + + eDetailing + Integrator?? Vendor?? Copyright ©2010, Oracle. All rights reserved.
  51. 51. Copyright ©2010, Oracle. All rights reserved.
  52. 52. Get the Best Value You Must Enable Sales Reps Globally Copyright ©2010, Oracle. All rights reserved.
  53. 53. Get the Best Value Today’s Solutions Provide Limited Functionality Emerging markets select the lowest cost solution Copyright ©2010, Oracle. All rights reserved.
  54. 54. Get the Best Value Emerging Markets Still Select the Lowest Cost Solution Oracle’s Life Science solution delivers 2x the functionality at 1/2 the price *Note: Oracle Solution runs on laptop, netbooks, and tablets Copyright ©2010, Oracle. All rights reserved.
  55. 55. Get the Best Value for Global Deployments Copyright ©2010, Oracle. All rights reserved.
  56. 56. What Customers Are Saying about Oracle CRM On Demand “Agencourt’s sales team is very excited about Oracle CRM On Demand. They’re eager to use it, which was a primary concern for us.” Rosa Cintron, Project Manager, Agencourt Bioscience (now Beckman Coulter Genomics) Copyright ©2010, Oracle. All rights reserved.
  57. 57. What Customers Are Saying about Oracle CRM On Demand “Oracle CRM On Demand is the best-proven CRM On Demand platform with strong integration options to other applications. Oracle’s features, such as pipeline management and tools for lead generation and tracking, have improved our ability to apply best-practice sales processes.” Hanne-Merete Lassen, Idea Generation Manager, Ambu A/S Copyright ©2010, Oracle. All rights reserved.
  58. 58. What Analysts Are Saying “Oracle CRM On Demand Life Sciences Edition R17…contains a broad set of new features designed specifically to enhance life science sales and marketing capabilities. “CRM On Demand Offline Client for Life Sciences Edition enables reps to quickly guide a physician through an eDetailing presentation, skipping slides if necessary, but still tracking what actually is shown to the physician for CLM analysis. Reps can quickly switch between physicians, add samples, and access the signature capture screen all in a streamlined fashion. “Oracle carried out nine iterations of usability design with its user experience team (consisting of end users) to make sure the CRM On Demand Offline Client for Life Sciences Edition's screen flow and flexibility were optimized to mimic realistic sales situations.” Source: IDC Health Insights White Paper sponsored by Oracle, The Changing Ecosystem of Pharmaceutical Sales and Marketing, Doc # HI222015, February 2010 Copyright ©2010, Oracle. All rights reserved.
  59. 59. What Partners Are Saying “Incorporating important Life Sciences business processes, with embedded analytics and valuable field selling capabilities, Oracle's R17 release of CRM OnDemand for Life Sciences is a significant new industry offering for capturing customer insights and increasing sales impact.” Michael Malinchock, Accenture CRM Senior Executive “Oracle's Life Sciences Sales on the Go Solution helps your sales teams maximize selling time, simplify sample management and improve time effectiveness with customers.” David McCurley, Managing Director for Global Human Services “With Oracle’s Life Sciences Sales on the Go offering, life sciences companies gain access to industry-specific functionality and actionable analytics, combined with ease of use. This solution clearly surpasses competitive products and will increase the effectiveness and productivity of our clients.” Niken Patel, Executive Vice President Copyright ©2010, Oracle. All rights reserved.
  60. 60. Oracle Leads in Life Sciences • 19 of the top 20 pharmaceutical companies run Oracle CRM • More than 200,000 Life Sciences professionals depend on Oracle CRM • First pharmaceutical CRM On Demand product with embedded analytics • First pharmaceutical CRM product with embedded eDetailing for On Premise and On Demand • Most pharmaceutical/biotech users Copyright ©2010, Oracle. All rights reserved.
  61. 61. The Most Life Sciences CRM Customers Copyright ©2010, Oracle. All rights reserved.
  62. 62. Why Do Customers Succeed with Oracle? Only Oracle Delivers Complete Life Sciences CRM Analyst-rated best-in-class CRM  Only single-device system  Only embedded analytics (real-time & historic)  On Premise and On Demand and Integrated  $90 for a Complete Life Sciences solution  Copyright ©2010, Oracle. All rights reserved.
  63. 63. Release 17 Life Sciences Edition  Make every interaction count  Reduce costs  Increase distribution & deploy everywhere Copyright ©2010, Oracle. All rights reserved.
  64. 64. Next Steps Learn more: IDC White Paper: The Changing Ecosystem of Pharmaceutical Sales & Marketing See more: Sign up for the Oracle CRM On Demand Release 17 Launch Webcast Do more: Ready to try? Get a 30-day free trial. For More Information: oracle.com/crm/lifesciences Copyright ©2010, Oracle. All rights reserved.
  65. 65. Copyright ©2010, Oracle. All rights reserved.
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