Can a Closed Loop Marketing (CLM) Model improve SFE?

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  • Video : The rapid rise of iPad in Healthcare (only first 1:40 min)
  • Can a Closed Loop Marketing (CLM) Model improve SFE?

    1. 1. Can a ClosedLoopMarketing(CLM) Modelimprove SFE?Giovanny León, Access & Commercial Director NovartisSales & Marketing Excellence Latin America Congress28th-29th June 2012, Miami
    2. 2. What is CLM?Page  2 Giovanny Leon | |June 29th 2012 Leon | | CLM29th Excellence LatAm29th 2012 | Sales| CLM | CLM | Giovanny | Sales & Mktg 2012 | Sales | June Excellence LatAm June | Giovanny Leon & Mktg & Mktg Excellence LatAm
    3. 3. What is CLM? Conection Understan ding ImprovementPage  3 Giovanny Leon | |June 29th 2012 Leon | June 29th Excellence LatAm Excellence LatAm| CLM | CLM | Giovanny | Sales & Mktg 2012 | Sales & Mktg
    4. 4. Page  4 | CLM | Giovanny Leon | | CLM29th 2012 | Sales | June 29th 2012 | Sales June | Giovanny Leon & Mktg Excellence LatAm & Mktg Excellence LatAm
    5. 5. How to take advantage of CLM?| CLM | Giovanny Leon | June 29th 2012 | Sales & Mktg Excellence LatAm
    6. 6. CLM tool by excellence: the iPadPage  6 | CLM | Giovanny Leon | June 29th 2012 | Sales| CLM | Giovanny Leon | |June 29th 2012 Leon | June 29th Excellence LatAmLatAm CLM | Giovanny | Sales & Mktg 2012 | Sales & Mktg Excellence LatAm & Mktg Excellence
    7. 7. Do you have iPad implemented in your FF? 1. Yes 2. No, but already planned 3. No, we don t plan any deploymentPage  7 Giovanny Leon | |June 29th 2012 Leon | | CLM29th Excellence LatAm29th 2012 | Sales| CLM | CLM | Giovanny | Sales & Mktg 2012 | Sales | June Excellence LatAm June | Giovanny Leon & Mktg & Mktg Excellence LatAm
    8. 8. Closed loop marketing (CLM)Page  8 Giovanny Leon | |June 29th 2012 Leon | | CLM29th Excellence LatAm29th 2012 | Sales| CLM | CLM | Giovanny | Sales & Mktg 2012 | Sales | June Excellence LatAm June | Giovanny Leon & Mktg & Mktg Excellence LatAm
    9. 9. Do we really NEED to implement CLM?
    10. 10. Implementation scenariosa b c Page  10 | CLM | Giovanny Leon | |June 29th 2012 Leon | | CLM29th Excellence LatAm29th 2012 | Sales CLM | Giovanny | Sales & Mktg 2012 | Sales | June Excellence LatAm June | Giovanny Leon & Mktg & Mktg Excellence LatAm
    11. 11. What scenario do you believe is the best option for your organization? 1. Traditional 2. iPad w/o CLM 3. Full CLMPage  11| CLM | Giovanny Leon | |June 29th 2012 Leon | | CLM29th Excellence LatAm29th 2012 | Sales CLM | Giovanny | Sales & Mktg 2012 | Sales | June Excellence LatAm June | Giovanny Leon & Mktg & Mktg Excellence LatAm
    12. 12. e-Call Phase Iimplementation inVenezuela
    13. 13. Page  13| CLM | Giovanny Leon | June 29th 2012 | SalesCLM | Giovanny Leon LatAm29th 2012 | Sales | & Mktg Excellence | June & Mktg Excellence LatAm
    14. 14. What is the real impact?
    15. 15. Visited with iPad Survey to 705 MDs in Venezuela, May 201215 | CLM | Giovanny Leon | June 29th 2012 | Sales & Mktg Excellence LatAm
    16. 16. Satisfaction Survey to 705 MDs in Venezuela, May 201216 | CLM | Giovanny Leon | June 29th 2012 | Sales & Mktg Excellence LatAm
    17. 17. Preference Survey to 705 MDs in Venezuela, May 201217 | CLM | Giovanny Leon | June 29th 2012 | Sales & Mktg Excellence LatAm
    18. 18. Top of Mind4% 5% 18% 21% 21% 32% Galeno Pfizer Sanofi Aventis Doesn´t Remember Others Novartis ≥ 3%: Bayer, AstraZe neca & MSD are included Survey to 705 MDs in Venezuela, May 201218 | CLM | Giovanny Leon | June 29th 2012 | Sales & Mktg Excellence LatAm
    19. 19. Interaction Survey to 705 MDs in Venezuela, May 201219 | CLM | Giovanny Leon | June 29th 2012 | Sales & Mktg Excellence LatAm
    20. 20. 20 | CLM | Giovanny Leon | June 29th 2012 | Sales & Mktg Excellence LatAm

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