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Salesforce Pharma Success Platform

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Salesforce Pharma Success Platform

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Salesforce Pharma Success Platform

  1. 1. AGENDA !  10:00 - Bienvenida y apertura de la sesión !  10:10 - Conozca cómo conectar con sus clientes de una forma totalmente innovadora con la plataforma Salesforce. Alberto Soria (Account Executive de Salesforce). !  10:40 - Retos actuales en el sector sanitario y como la transformación digital de los procesos, ayuda a abordarlos. Víctor Alias (Account Manager Omega CRM) !  11:00 - Coffee Break !  11:30 - Omega CRM Consulting: Cómo clientes de Omega CRM transforman sus procesos de negocio de una forma innovadora, efectiva y con éxito. Javier Arquelladas (Director Omega CRM) !  12:30 - Q & A. Coloquio y networking !  13:00 – Aperitivo con vino
  2. 2. Welcome to the Customer Success Platform for Pharmaceuticals Patient relationships, not records Alberto Soria López Senior Account Executive Health & Life Science @AlSoriaL* asoria@salesforce.com*
  3. 3. Forward-Looking Statements ​ Statement under the Private Securities Litigation Reform Act of 1995: ​ This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. ​ The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site. ​ Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
  4. 4. Together, We’re Building a Path Forward 24KEmployees $2.04BFY17Q2 revenue 2011 • 2012 • 2013 2014 • 2015 • 2016 The world’s most innovative companies “Innovator of the Decade” 2009 • 2010 • 2011 2012 • 2013 • 2014 2014 • 2015 • 2016 September 2016 $389BIn GDP Impact by 2020
  5. 5. Customer Success Platform in Action for Life Sciences Source: Salesforce Customer Relationship Survey conducted 2014-2016 among 900+ customers in the healthcare & life sciences industry, randomly selected.  Response sizes per question vary. Average Percentage Improvements Reported by Salesforce HLS Customers increaseinrevenue + 21% + 34% increaseinagentproductivity increaseinmarketingROI + 25% increaseincustomersatisfaction + 37% + 41% fasterdeployment + 36% fasterdecisionmaking
  6. 6. Customer Success Across Healthcare and Life Sciences Providers Medical Devices and Diagnostics Payers Pharmaceuticals
  7. 7. Health References Iberia
  8. 8. Pharmaceuticals Patient Caregiver Insurer Med Device Nurse Primary Care Physician Pharmacist Care Today Is Disconnected
  9. 9. Pharmaceuticals Caregiver Insurer Med Device Nurse Pharmacist We Need to Unify Care Around the Patient Primary Care Physician
  10. 10. This Requires 1-to-1 Intelligent Engagement Real-time Biometrics Clinical Data Relationship Data Genomic Data Demographic Data Lifestyle DataPredictive care tailored for the patient
  11. 11. Legacy Systems Aren’t Designed for Engagement Partners Physician & Patients Sales Medical Affairs R&D Marketing
  12. 12. How do we make intelligent engagement a reality?
  13. 13. Sales Service Marketing AnalyticsCommunity Apps Commerce IoT Quip force.com Heroku AppExchange Data Management Platform CRM Data IoT & Social Data Platform Applications The Customer Success Platform for Life Sciences
  14. 14. ​ Five elements of trust Worlds Most Trusted Enterprise Cloud 38% YoY Transaction Growth 99.98% FY16 Availability 9 Global Data Centers 323B Q2 Transactions 4.3B Transactions/Day Trusted Security Always on Availability Performance at Scale Global Data Centers Enterprise Compliance
  15. 15. ​ Enterprise cloud computing The Cloud is the Fastest Path to Success No Hardware No Software Faster ROI Flexible Automatic Upgrades Continuous Improvement Any Device API First Data Portability Secure Transparent Performance at Scale Subscription Model Real-time Customizations AppExchange Fast Innovative Open Easy Trusted
  16. 16. Trust: Security At Every Level * Applicable to the Sales Cloud, Service Cloud, Communities, Chatter, database.com, site.com and Force.com. For audits, certification and security information or other services, please see the Trust & Compliance section of help.salesforce.com. Unmatched Infrastructure-level Security Unmatched Application-level Security Firewall SSL Accelerators Web/App Servers Load Balancers Database Servers Trusted Networks Authentication Options Field Level Security Object Level Security (CRUD) Audit Trail Object History Tracking
  17. 17. The Platform Scales with Your Business Operations Commercial Support Provider Patient Business analytics HR automation Clinical trials Sales automation Marketing journeys Events/KOL management Call centers Field service Field inventory Education Onboarding Care plans Physician portals Care team coordination Adverse effects reporting
  18. 18. Worlds #1 Sales App Just Got Smarter ​ Sell smarter with Einstein Predictive Lead Scoring, Opportunity Insights ​ Sell the way you want with Lightning Experience, Builder, and Ecosystem ​ Sell from anywhere with mobile Salesforce1 and Inbox ​ Sell faster from lead to cash Salesforce CPQ ​  +29% +29% revenue increase
  19. 19. “Our reps save time and more accurately target doctors with Salesforce.” Alexei Marcilio, Manager of CRM Bayer Canada Cuts Costs and Maximizes Selling Time with Salesforce ​ Mobilized 220 person sales department with Salesforce1 ​ Collaboration between Sales, Marketing and Research ​ Customized reports allow reps to quickly target customers 11 Selling Hours Per Month Gained
  20. 20. Worlds #1 Customer Service App Just Got Smarter ​ Personalized service with conversations LiveMessage, Lightning Console, Lightning Snap-Ins ​ Deliver smarter service with intelligence Einstein for Service, Wave and Communities ​ Connect service for all mobile employees Field Service Lightning, IoT Cloud +29% customer satisfaction
  21. 21. “We’re always a step ahead. Our internal customers, patients, and physicians know they can trust us.” Genentech Delivers Global Services for Care Providers ​ Portal provides services for health care providers ​ Patient enrollment & tracking ​ Medical information support & contact centers ​ Corporate giving & grants, with SAP integration for payments ​ Raj Harapanahalli, North America Application Services
  22. 22. Worlds #1 Marketing App Just Got Smarter ​ Smarter marketing with Einstein Predictive Scoring, Audiences & Customer Journeys ​ Integrated digital marketing platform Email, mobile, social, ads, apps, IoT, and web ​ Mobile apps for marketers Monitor and manage customer journeys on the go marketing ROI +23%
  23. 23. Social community around COPD 5,956 Likes and 376 conversations around Drive4COPD Campaign Virtual Twitter race with celebrities to drive traffic to the online screener. More than 2.5 Million people did the screening. Songwriting competition with 150+ entries to increase awareness Boehringer Ingelheim Builds Disease Awareness and Community
  24. 24. Worlds #1 Community Platform Just Got Smarter ​ Connect to business process Platform for embedded files, records & data ​ Connect faster Lightning Community Builder & Templates ​ Connect smarter Personalized content & recommendations ​ Connect Everywhere Rich, branded mobile experiences Customer satisfaction +20%
  25. 25. Investigator Portal streamlines clinical trial document management  Global Compliance tools automate corporate and partner operations End to end direct sampling and customer support process Listen and analyze social media data for SkinMedica products using Radian6  Allergan innovates with Force-first approach
  26. 26. Predictive Analytic Apps for Everyone ​ Insights where you work Wave Apps for Sales, Service, Marketing & IT ​ Automated discovery of actionable patterns Smart Data Discovery from BeyondCore ​ Take action from anywhere on any device Alerts & notifications, Wave for Android & iOS ​ Zero to insight in minutes Wave Platform, Data Prep, App Designer & Connectors faster decision making +37%
  27. 27. “Now our medical faculty can assist in real time on case management and our lab scientists have a seat at the table in this changing healthcare landscape.” Improves medical outcomes and care quality Reduces unnecessary therapeutic and procedure costs Assists physicians to order the right tests, for the right people, at the right time Enables patients and clinicians at the point of decision TriCore Uses Wave to Create Integrated Medical Platform -Dr.  Michael J. Crossey, Executive Medical Director, TriCore Reference Labs
  28. 28. Worlds #1 Enterprise Cloud Commerce Platform Just Got Smarter ​ Comprehensive digital commerce Across web, mobile, social and store ​ Mobile-first point-of-sale & store operations Empowering and increasing store personnel effectiveness ​ Predictive commerce with Einstein Automate 1-to-1 shopping experiences ​ Extensive partner ecosystem >200 Certified Partner Integrations
  29. 29. #1 Platform for the Customer Trailblazer ​ Create smarter apps with Einstein PredictionIO & Apache Kafka on Heroku & IoT Cloud ​ Build apps fast with clicks or code Admins, Developers, and ISVs trailblazing together ​ Connect everyone with mobile apps Mobile apps for customers, partners & employees faster app dev +50%
  30. 30. “It’s about your product and about your science. But at the end of the day, if we don’t meet the needs of the customer, then all of the other stuff is irrelevant.” Mike Meadows, Chief Technology Officer Eli Lilly Puts the Patient First with Salesforce ​ Unified platform: Lilly develops apps quickly and efficiently, controlling costs and reducing maintenance fees while meeting the needs of the customer and patient ​ Complete views of the business: Lilly now has access to data across the company, enabling more predictive insights to best serve the customer ​ Application speed and agility: Lilly has accelerated development from ideal to app to 7 weeks with a reduction in cost
  31. 31. Salesforce Health Cloud +29% Complete Patient & Member View Understand the care journey from contact to treatment, wellness, and beyond Intelligent Care Collaboration Drive relationships at scale with segmentation and customized care plans Personalized End-to-End Experience Engage patients, members and caregivers on any channel and device Patient Relationships, not Records
  32. 32. https://youtu.be/5f_PSp1lLIw
  33. 33. A Single Platform for Connecting with Customers ​ Connect to your customers in a whole new way Tami Lau CRM Developer
  34. 34. Pharma Product Life Cycle R&D CLINICAL REGULATORY COMMERCIAL PHARMACEUTICAL COMPANY OPERATIONS ENTERPRISE MANAGEMENT PAYERS/ FORMULARIES DISTRIBUTOR / PHARMACY HEALTH CARE PROVIDER / PHARMACY PATIENT Pharma Account Managers work to ensure drugs are covered under plan Medical Science Liaisons reach out to KOLs to influence. Sales reps sell direct to HCP. Pharma increasingly engaging with patients through direct marketing and services. Supply chain and distribution typically outsourced. Drugs developed Drugs tested in human trials Lengthy review process with FDA (or counterpart) Drugs cleared for sale
  35. 35. Thank Y u
  36. 36. AGENDA !  10:00 - Bienvenida y apertura de la sesión !  10:10 - Conozca cómo conectar con sus clientes de una forma totalmente innovadora con la plataforma Salesforce. Alberto Soria (Account Executive de Salesforce). !  10:40 - Retos actuales en el sector sanitario y como la transformación digital de los procesos, ayuda a abordarlos. Víctor Alias (Account Manager Omega CRM) !  11:00 - Coffee Break !  11:30 - Omega CRM Consulting: Cómo clientes de Omega CRM transforman sus procesos de negocio de una forma innovadora, efectiva y con éxito. Javier Arquelladas (Director Omega CRM) !  12:30 - Q & A. Coloquio y networking !  13:00 – Aperitivo con vino

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