Amplify the Pharmaceutical Sales Process with Mobility


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Antenna helps pharmaceutical companies amplify the value of their most valuable business driver -- the salesforce -- by equipping them with the tools they need to communicate, collaborate and produce while working in the field. As the barriers to success grow more daunting -- with greater regulation, fiercer competition and fewer sales resources -- companies must recognize that they need a mobile architecture that supports how their employees want to work and how their physicians expect to be serviced.

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  • Amplify the Pharmaceutical Sales Process with Mobility

    1. 1. Amplify the Pharmaceutical Sales Process with Mobility <ul><li>Presented by: </li></ul><ul><ul><li>Jim Somers </li></ul></ul><ul><ul><li>VP, Marketing – Antenna Software </li></ul></ul><ul><ul><li>Paul Briggs </li></ul></ul><ul><ul><li>Sr. Marketing Manager - BlackBerry CRM Solutions </li></ul></ul><ul><li>October 16, 2008: </li></ul><ul><ul><li>PharmaForce 2008 </li></ul></ul><ul><ul><li>Loews Philadelphia Hotel </li></ul></ul>
    2. 2. Our Agenda <ul><li>EAT. </li></ul>THINK. BE MERRY.
    3. 3. Key Business Challenges <ul><li>Pharmaceutical companies face significant business challenges today: </li></ul>Patent Expirations Weakening Product Pipeline Fewer Blockbusters Stricter Compliance Intense Competition Higher Costs Drug Safety Revenue Leakage Changing Sales Environment Data Overload
    4. 4. Critical Sales Challenges <ul><li>Targeted Message </li></ul><ul><li>Formulating a sales strategy that addresses the unique needs and interests of each physician. </li></ul><ul><li>Time Management </li></ul><ul><li>Managing the day-to-day logistics, such as route planning, call execution, post-call interaction and reporting. </li></ul><ul><li>Compliance </li></ul><ul><li>Adhering to complex federal restrictions and guidelines that focus on the relationship with prescribers. </li></ul><ul><li>Less Face Time </li></ul><ul><li>Overcoming limited amounts of time that physicians are willing to spend with pharma sales reps. </li></ul>
    5. 5. This is Your Wake-Up Call … Source: Health Industry Insights 66% of pharma sales reps use less than 20% of the functionality available to them in their current SFA system.
    6. 6. Let’s Test Your Knowledge …
    7. 7. Pharma Sales Metrics The average pharma sales rep has a quota of ___ sales calls per day. Source: PharmaVOICE 8
    8. 8. Pharma Sales Metrics ____ % of pharma sales calls actually result in a face to face meeting with a physician. * Source: Capgemini 43
    9. 9. Pharma Sales Metrics During an average sales call, sales reps are allowed _____ minutes to talk with each physician. Source: Health Industry Insights 1.5
    10. 10. Pharma Sales Metrics The average rep is actually selling 5 minutes each day!
    11. 11. Day in the Life of a Pharma Sales Rep
    12. 12. Questions to Consider? What barriers to performance does the average pharma sales rep run into while on the road each day?
    13. 13. Questions to Consider? Can mobility help break down these performance barriers?
    14. 14. The Average Sales Day Post-Sales Administration <ul><li>Physician follow-up </li></ul><ul><li>Document sharing </li></ul><ul><li>Support issues </li></ul><ul><li>Sample management </li></ul><ul><li>Meeting summaries </li></ul><ul><li>Expense reports </li></ul><ul><li>Prepare for next day </li></ul>On the Road <ul><li>Product detailing </li></ul><ul><li>Answering questions </li></ul><ul><li>Note taking / follow-up </li></ul><ul><li>Sample drop </li></ul><ul><li>Unexpected cancellations </li></ul><ul><li>Minimizing downtime </li></ul>Pre-Sales Planning <ul><li>Goal setting </li></ul><ul><li>Calendar management </li></ul><ul><li>Route planning </li></ul><ul><li>Pull reports </li></ul><ul><li>Research customer issues </li></ul><ul><li>Objection handling </li></ul>
    15. 15. Day in the Life Shorten Pre-Sales Preparation How much time do you spend printing documents for next day’s meetings? Anytime Access to Contacts Anytime Access to Calendar Turn by Turn Directions
    16. 16. Day in the Life Streamline Detailing Process How many documents do you need to take with you when meeting physicians? AMP Gateway Host System Fax / Email AMP Pharma <ul><li>Send targeted literature directly from the field to physicians </li></ul>Physicians
    17. 17. Day in the Life Better Manage Sampling How do you ensure you are staying in compliance with product sampling? Capture signature right on the device Track samples with automatic alerts
    18. 18. Day in the Life How much dead time do you have each day with little- to-no productivity? Lessen Sales Rep Down Time After a meeting, create a new task … … and summarize meeting notes.
    19. 19. Day in the Life Respond to Physicians Faster How long does it take to get answers to your customers’ questions? View Who is Online Message them Immediately Follow up with a Phone Call
    20. 20. Enabling a New Selling Paradigm Collaborate with colleagues in real-time using mobile IM Take notes and reply to physician questions the next day or later Respond Faster Turn dead time into productive time --update tasks, dr. follow-up, etc. Canceled meetings, waiting on doctors, travel – all resulting in lost time Manage Downtime Real-time electronic sample tracking with automatic message alerts Manually track and manage product sample process Product Sampling Send targeted literature immediately from device via fax or email Carry bulky documents, which can be heavy and easily misplaced Product Detailing Notes, schedules, maps all available anytime, anywhere Print agendas, notes, schedules and routes the night before Pre-Sales Preparation After Before
    21. 21. Typical Mobility Metrics* <ul><li>Increased Productivity 64 percent </li></ul><ul><li>Improved Customer Sat 28 percent </li></ul><ul><li>Increased employee retention 16 percent </li></ul><ul><li>Differentiated Company 8 percent </li></ul><ul><li>Reduced Costs 52 percent </li></ul><ul><li>Reduced Staff 20 percent </li></ul><ul><li>Improved Data Quality 16 percent </li></ul><ul><li>Increased Revenue 8 percent </li></ul>* “Creating Business Value with Wirelessly Enabled Business Processes,” Accenture
    22. 22. AMP™ Pharma Quick Demo
    23. 23. It’s a Balancing Act <ul><li>Productivity </li></ul><ul><li>Efficiency </li></ul><ul><li>Effectiveness </li></ul><ul><li>Grow Sales </li></ul><ul><li>Quality of Life </li></ul><ul><li>Security </li></ul><ul><li>Flexibility </li></ul><ul><li>Manageability </li></ul><ul><li>Reliability </li></ul><ul><li>In Compliance </li></ul>Business Unit IT
    24. 24. This is Your Second Wake-Up Call … Source: Health Industry Insights Pharma sales reps, on average, use 3 disparate systems/sources to access and manage all daily information.
    25. 25. Composite Application Design Enterprise Applications Content Services Middleware Location Services Web Integration Information Aware Department Location User Profile Device Type Social Network User Aware
    26. 26. Your Final Wake-Up Call … Mobility can make a positive business impact on your sales performance. Mobile infrastructure in place today for both users and IT. Mobility here to stay. Your employees want it; your competition is using it. 1 2 3
    27. 27. Thank You!