Uploaded byMyron Flouris (ΜΥΡΩΝ ΦΛΟΥΡΗΣ)
Pharma CRM Accelerator: Driving sales and marketing excellence in the Pharmaceuticals sector
This document summarizes an intelligent business software solution called the Pharma CRM Accelerator from Data Communication. The solution is designed to drive sales and marketing excellence in the pharmaceutical sector. It provides a customer-centric and multi-channel solution built on the Microsoft Dynamics CRM platform. The solution offers pre-built functionality covering pharmaceutical industry best practices that can be customized. It gives customers the freedom to choose their solution model and licensing options. The solution aims to provide the best total cost of ownership through its flexible pricing and leveraging of existing Microsoft expertise and investments.
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Pharma CRM Accelerator: Driving sales and marketing excellence in the Pharmaceuticals sector
- 1. Intelligent Business SoftwareSolutions Pharma CRM Accelerator: Driving sales and marketing excellence in the Pharmaceuticals sector.
- 2. Topics • Data Communication – Company Profile • Pharma CRM Accelerator Solution • Data Communication Value Proposition • Why Microsoft CRM as a platform • Demo / Q & A
- 3. Data Communication |Who we are Established 1987: Commercial + Accounting Solutions (businesses + accounting firms) Installed Base: 17.000+ customers / 30.000+ apps Presence: Athens (HQ) – Thessaloniki (N.Greece) – Patra (W.Greece) Market Reach: Direct Sales Force + managed network of authorized partners Rich solutions portfolio Local Expertise – MS strategic collaboration Microsoft Gold Certified Partner (in Multiple Competencies) ISO 9001:2008.
- 4. Microsoft Distinctions &Awards InnovEra, the ERP solution for Greek enterprises developed on Microsoft Dynamics NAV, has received from Microsoft the honorary certification “Certified for Microsoft Dynamics – CFMD”. Data Communication has been named by Microsoft, at the Worldwide Partner Conference in Houston, Texas, as an award winner for Small Business Specialist in 2008. The company was chosen from a field of leading Microsoft partners within Central and Eastern Europe for its excellence in delivering Microsoft technology based solutions and business value for customers. Data Communication has been named to the 2008 Microsoft Dynamics President’s Club, receiving recognition from Microsoft Corp. for its dedicated commitment to customers. Data Communication was selected as a finalist for the Microsoft Dynamics ISV of the Year Finalist at the Microsoft Worldwide Partner Conference 2009 in New Orleans and the Microsoft Worldwide Partner Conference 2010 in Washington.
- 5. Topics • Data Communication – Company Profile • Pharma CRM Accelerator Solution • Data Communication Value Proposition • Why Microsoft CRM as a platform • Demo / Q & A
- 6. Pharma Industry |Our Understanding: ...Challenging business environment !!! Pricing pressures Complicated Sales Market mapping & effort decision making issues Legislation and New local market Technologies rules Increasing The ‘Pharma’ costs at all Company Competition levels Sales & Marketing departments need to cope with new challenges on top of the “traditional” ones
- 7. Pharma CRM Accelerator: Customer-centric,multichannel solution built on world-class Microsoft Dynamics CRM Appointment Fax Web Phonecall Mail Point of sales: E-Mail Pharmacy Drug Store Beauty Shop, Customized Process Service Oriented ….. View Architecture 360° On-Premise/ Configure/ Department/ Single-Tenant/ On Demand Customize Enterprise Multi-Tenant
- 8. Solution Building Blocks Sales Call Territory Pharma Marketing Detailing Segmentation Issue Tracking Scheduling Planning eOrdering Campaigns Automation Pharma SalesForce Marketing Organization After Sales Operations Automation Connection w/ other Systems Advanced Contact Management & profiling Process Automation Business Intelligence (ΒΙ) Security Policies
- 9. Topics • Data Communication – Company Profile • Pharma CRM Accelerator Solution • Data Communication Value Proposition • Why Microsoft CRM as a platform • Demo / Q & A
- 10. Pharma CRM Accelerator: OURVALUE PROPOSITION: A solution built from ground-up to Microsoft Dynamics • A leading CRM solution globally esp. for the MB space (by Gartner, Forrester,….) • Solution R&D assigned to Microsoft; Data Communication adds value to the industry needs Microsoft technology innovations (Mobility, Outlook, .NET, etc) Works YOUR way: Ready to Run and Ready to Change •Rich functionality - Covers both local & international pharma blueprints & practices •Open to you for almost any additional customization (screens, workflows & processes, reporting, integration to existing systems etc) Gives you the Power of Choice • In terms of Microsoft Partner • Solution Provision Model (on premise, hosted by Service provider or by MS ) • In terms of licensing (upfront, leasing, hosting,….) Microsoft Office user experience • Works the way your users already do! • Both on line/off line operation • Outlook, Word, Excel integration everywhere and at all levels (UI, programming, etc) Best Total Cost of Ownership (TCO) • Flexible pricing – fits your needs! • No need for perpetual running costs (only focus to what adds VALUE) • Capitalize on your existing Microsoft expertise & investments
- 11. Pharma CRM Accelerator: POWEREDBY MICROSOFT DYNAMICS ! • The leading CRM solution globally esp. for the MB space (by Gartner, Forrester,….) • DataComm adds value to the specific industry needs plus any customer- specific customization and expert project management. – Diagnostic Phase – Implementation – Data Migration – User trainings & Acceptance tests • The Solution encapsulates all Microsoft technology innovations: – Mobility on netbook or 3rd party PDA add-on solution – Out of the box Outlook add-on solution (native outlook experience) – Data Analysis Services – Open/Connected architecture to legacy systems – Other Cutting edge technologies (.NET, Azure Cloud Computing...)
- 12. Pharma CRM Accelerator: READYto RUN and READY to CHANGE ! • Covers both local & international pharma blueprints & best practices – Rich functionality is already there: – Geography and territory segmentation & planning (per brand, package, specialty, IMS area,….) – Marketing automation (target groups, campaigns, financials, ….) – Sophisticated contact management – Profiling, assessments, scoring – modeling according to YOUR needs – Targeting according to strategic plan – Sales Cycle setup & planning tools – Sales calls automation tools for both Hospital/Institution and private practice – Personal & team daily/weekly/monthly calendars – Issue tracking/task assignment/workgroup coordination & collaboration – Additional , a-la-carte “modules” (event /congress management, pharmacies, portal accelerator….) – Multiple Level Reporting – many available approaches • On top of that: open to you for almost any customization: – Screens, workflows & processes, reporting, integration to existing systems, … – .NET platform-very popular within developer community, easy to find technical skills; no proprietary technology locking.
- 13. Pharma CRM Accelerator: FREEDOMof CHOICE. • Choose the most convenient Solution Provision Model to you: – On premise (deployed on your IT infrastructure) – Hosted by Service provider (Software as a Service / SaaS) – Hosted directly by Microsoft (CRM “Live”, available in many countries) • Choose the right Microsoft Partner for the right job: – Large partner ecosystem with various core competencies (system software, networking, development, Database Administration, training, …) • Choose the licensing scheme that better fits your needs: – Upfront payment – Embed licenses to existing or new Microsoft volume licensing program – Software Leasing – Hosting/pay as you go
- 14. Pharma CRM Accelerator: MS-OFFICENATIVE USER EXPERIENCE. • Works the way your users do! – MS-Outlook user interface: the “natural” way to user acceptance and adoption – Get on top of the learning curve at “zero” time – Squeeze training costs • Both on-line/off-line mobile operation – Sync in MS-Outlook all user-owned info and go mobile – Merge/replicate all data changes when back on-line • Users only see pre-filtered/relevant info! • Outlook, Word, Excel integration everywhere and at all levels (UI, programming extensions, etc)
- 15. Pharma CRM Accelerator: BESTTotal Cost of Ownership (TCO) • No need for perpetual running costs (focus your IT spend to what adds REAL VALUE) – The solution can be operated directly by you • Hands free operation! • Flexible pricing – fits your needs! – Choose the right licensing model to obtain savings & best cash flow • Application, reporting, Web Client/Mobile Client all in one license. • Easy to extend, low cost customizations • Capitalize on your existing Microsoft expertise & investments – Based on open Microsoft technologies / only expects what your IT already knows/ No need to get trained to proprietary IT technologies – Running on off-the-shelf , low-end PC servers – Reduce training and transition costs with easy-to-learn applications
- 16. Our Approach &Contribution: ...to the complete lifecycle of a successful CRM project Business Development Business Platform requirements and/or User adoption Cases analysis Deployment / Diagnostics Customization • Help Define • Process optimization/ • Installation & • Customization of • Key Users – User Business Goals - alignment towards Configuration of processes, flows acceptance tests based on our business goals. CRM platform and user roles • End users training industry • Best practices services and add- • Automations or “TTT” approach knowledge presentation. on modules (on- development • Fine-tunings, • Analysis of • Functional premise or • Report Designs optimization, existing business Requirements on-demand • Data Migration extensions… needs and analysis and project model) potential documentation.
- 17. Topics • Data Communication – Company Profile • Pharma CRM Accelerator Solution • Data Communication Value Proposition • Why Microsoft CRM as a platform • Demo / Q & A
- 18. Why Microsoft Dynamics? Solutions that work the way people do Integration that connects the organization Improved ROI and lower IT overhead Worldwide partner ecosystem
- 19. Microsoft Dynamics CRM WWWCase Studies Small Businesses Mid-size Companies Large Enterprises
- 21. Nikki : MedicalRep ‘HealthCare Professionals Relationship Management’ •She needs advanced Contact Management: –Multiple addresses – different role/subscribing or influential capacity per address •She Sets the Daily/Weekly/Monthly activity planning: –Morning/afternoon zone detailing (Public Hospitals, Clinics, Healthcare/Insurance institutions….) – 1:1 sales calls to private practice –Daily/Weekly/Monthly activity reporting –Needs guidance to be aligned to the strategic plan • Her „after call‟ tasks include: –Profiling doctors, alternative physicians, healthcare influentials, hospital personnel, … –Assessing all the above and keep scoring of their potential (@ cycle
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- 26. Chris: Power User/ Business Manager Setting the rules for the strategic plan –Account classification/segmentation –Sales Cycle Planning –Territory Management –Actionable analytics at all levels: •Frequency & Coverage, Activity, Doctor Rating, ... • Needs familiar reporting tools –HealthCare pros profiling and assessment surveys •Also sets „unified‟ scoring rules at all levels (doctor, address, product group..) –Sets the business rules for: •Medical Rep business goals & Scorecards •Case or request workflow routing or approval steps •Period Closing
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- 29. Questions / AdditionalInfo: Myron Flouris Business Solutions Manager – CRM Systems Data Communication flouris_m@datacomm.gr www.datacomm.gr (+30) 801.1000.801 – Direct: (+30) 211.1080 .008