Field CRM Solution for a Leading Pharmaceutical Company
A leading medical product and technology company specializing in wound therapeutics, ostomy care, continence and critical care, and infusion devices was in need of a field force solution to streamline their sales processes and operations. After evaluating three other CRM solution providers, they ultimately chose Assistive CRM for its robust market insights and advanced reporting capabilities, which aligned perfectly with their business needs.
Problem Statement
The client's objective was to track their employees' activities in hospitals, conferences, pharmacies, and with doctors to gain valuable insights and make informed strategic decisions. Additionally, they wanted to track the distribution of samples and authenticate recipients to prevent loss and lower costs.
Approach
- Discussed the workflow of the application and identified required visibility with the national sales head and decision-makers in a round of discussions.
- Implemented master data validation, workflow configurations, and form changes as per business requirements, running parallelly to ensure an early go-live.
- Conducted multiple rounds of training for different teams due to varied desired activities for each team member.
- The Assistive Customer Success team conducted field visits to various hospitals to understand pain points.
Outcome
- In July 2019, the client went live with the sales CRM software across the country.
- The software provided visibility of meeting details, allowing for planning follow-up steps for each account.
- The cost vs advantage report helped analyze which events/conferences yielded desired results.
- The all-important dashboard enabled key stakeholders to make important decisions.
- Better tracking of sample distribution resulted in no loss of inventory, which was a big issue earlier.
- The software allowed visibility of employee plans in advance for management
