The changing nature of the Life Sciences Industry continues to challenge Life Science sales representatives to become more efficient, more knowledgeable and approach their interactions in a meaningful and defined way. CRM applications must be flexible and constantly improving to address these types of changing needs.
Oracle delivers key functionality built specifically for pharmaceutical, biotechnology, clinical, and medical device enterprises. Oracle provides a complete CRM on demand Life Sciences solution at the lowest cost from one single provider and delivers industry-leading portfolio of features and functionality. For Life Science companies, these features improve overall sales team efficiency, enable deeper business insight, institutionalize knowledge of customers, and continue to enable a defined and customer-facing approach with the ability to analyze results and interaction plans that maximize future performance.
Below are the five processes which are very specific to Life Science Organization/ Life Science Professionals and are seamlessly addressed by Oracle CRM On Demand.
1. Call Planning/ Tracking
The day of a Life Sciences field sales professionals starts with call planning. Oracle CRM On Demand provides features like Mass Call Planning which supports health care professionalsto to plan the calls. While making bulk call planning, the option to capture the best calling times/ day of the week would come as a quick automated way to plan and track the calls. Smart Call Template feature enables the Life Sciences Professionals to spend more time on the field and less time on the system without compromising on the efficiency and effectiveness of the planning.
2. Capturing key customer information to meet regulatory guidelines
Food and Drug Administration (FDA) in United States and similar agencies in other countries demands a certain set of the customer information to meet its regulatory guidelines and so it is imperative for Life Sciences Organizations to capture the required information. Oracle CRM On Demand makes it easy to capture such information like products details during the call, samples dropped, samples requested, message plans, responses, capturing the acknowledgments etc.
3. Managing Samples
The major pharmaceutical manufacturers provide free samples to health care professionals as part of their regular field sales activities. In the U.S, samples distribution is regulated by the Food and Drug Administration (FDA) and must be reconciled at least once a year. With Oracle CRM On Demand Samples Management Feature, Samples Administrator can set up and maintain a sample inventory, and monitor samples delivery, transfers, receipts, discrepancies, adjustments, and inventory counts. Also, field sales professionals can track an electronic inventory of the samples stock, create sample transfers, acknowledge receipt of sample transfers, and adjust inventory balances for reconciliation purposes. This functionality allows the pharmaceutical companies to measure and monitor the sample drops at every level of the organization.
4. Managing customer presentations
One of the main challenges in Life Sciences Industry is the distribution of the the marketing message across the field sales force. With Oracle CRM On Demand Life Sciences Edition, marketing organization can create closed loop marketing messages with the feature called Personalized Content Delivery. It enables marketing and sales organizations to manage digital content, create messaging plans and distribute these messaging plans to field executives. Life Sciences sales professionals can then deliver tailored presentations to customers/ physicians while automatically capturing customer response metrics (based on customer response) shall be passed to marketing for analysis.
5. Managing events
The event management feature of Oracle CRM On Demand Life Sciences Edition help to plan and track events – lunch and learning sessions or a complex seminar series or national-sales meeting for an organization. Also, it allows tracking invitees to the event and storing feedback about the event invitation.
Apart from all the above benefits, CRM On Demand also support the other general business objectives like business planning, managing analytics, performing activities assessments and so on.
Principal Consultant CX/CRM, CRMIT Solutions