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Pharma CRM

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Shahzad Khan
Shahzad Khan

Customer relationship management (CRM) is important for pharmaceutical companies to maximize revenue from their products before patents expire. CRM involves collecting customer data to target marketing, develop new products, and improve customer service. In India, common CRM practices for pharmaceutical companies include sponsoring doctors' conferences and gifts, offering retailers bonuses and discounts, and providing patients with free health camps and samples. CRM can help pharmaceutical companies increase sales, reduce costs, and gain insights for innovation. However, CRM in pharma must comply with regulations, ensure data privacy, and avoid discriminating against any groups. The future of pharma CRM may involve more online physician communities and tools for data analysis.

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PHARMACEUTICAL INDUSTRY
CRM is all about identifying, satisfying, retaining and maximizing the value of a company's best customers. are methods that companies use to interact with customers. Customer relationship management (CRM)
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[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Types/variations of CRM Operational CRM Operational CRM provides support to "front office’’ business processes, e.g. to sales, marketing and service staff. Interactions with customers are generally stored in customers' contact histories, and staff can retrieve customer information as necessary. ,[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Types/variations of CRM
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Types/variations of CRM
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Types/variations of CRM
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Types/variations of CRM
Differentiate the Product or Die or Do CRM (Customer or Patient Care - Relationship Management)   PHARMACEUTICAL CRM
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],CRM thus helps to get the most revenue from shelf life by reaching more new prescribers (doctors) & patients (consumers), keeping them loyal by increasing their well being Has the potential to innovate new products there by providing competitive advantage to continue to thrive in the market and grow. Why is CRM Important for Pharmaceuticals ?
[object Object],[object Object],[object Object],[object Object],[object Object],The principles of Pharmaceutical CRM
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The principles of Pharmaceutical CRM
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The principles of Pharmaceutical CRM
CRM IN PHARMACEUTICAL INDUSTRY – INDIAN SCENARIO THE DRUG COMPANY HAS OFFERED TO TAKE ME FOR LUNCH IF I SELL ENOUGH OF THIS STUFF
PHARMACEUTICAL CRM Doctors Retailers / Stockists Patients Regulatory bodies FDA
PHARMACEUTICAL CRM - DOCTORS SPONSORSHIP ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
PHARMACEUTICAL CRM - RETAILERS & STOCKISTS ,[object Object],[object Object],[object Object],[object Object]
PHARMACEUTICAL CRM - PATIENTS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Reasons driving Pharma Companies to adopt CRM :
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Benefits from CRM :
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The End results of CRM in pharmaceutical industry
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Pharmaceutical Industry CRM – FUTURE Trend
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The critical factors for success that are unique to pharmaceutical CRM :
  3. Managing data, sharing data or letting a third party have the data for analytical purposes, or for tele-services and fulfillment purposes is very common in pharmaceutical industry as with any other industry. A careful solution need to be and could be brought out where the confidentiality of patient information is not compromised. 4. Any reward or points mechanism and resulting CRM communications strategy, content, relevance, and frequency can not discriminate any sub population because their ROI metrics are not favorable to the company. It becomes more important and absolute necessity because it affects the health needs of an individual. The critical factors for success that are unique to pharmaceutical CRM :
Thank You…

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Pharma CRM

  • 2. CRM is all about identifying, satisfying, retaining and maximizing the value of a company's best customers. are methods that companies use to interact with customers. Customer relationship management (CRM)
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  • 10. Differentiate the Product or Die or Do CRM (Customer or Patient Care - Relationship Management)   PHARMACEUTICAL CRM
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  • 15. CRM IN PHARMACEUTICAL INDUSTRY – INDIAN SCENARIO THE DRUG COMPANY HAS OFFERED TO TAKE ME FOR LUNCH IF I SELL ENOUGH OF THIS STUFF
  • 16. PHARMACEUTICAL CRM Doctors Retailers / Stockists Patients Regulatory bodies FDA
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  • 25.   3. Managing data, sharing data or letting a third party have the data for analytical purposes, or for tele-services and fulfillment purposes is very common in pharmaceutical industry as with any other industry. A careful solution need to be and could be brought out where the confidentiality of patient information is not compromised. 4. Any reward or points mechanism and resulting CRM communications strategy, content, relevance, and frequency can not discriminate any sub population because their ROI metrics are not favorable to the company. It becomes more important and absolute necessity because it affects the health needs of an individual. The critical factors for success that are unique to pharmaceutical CRM :