Amplify the Pharmaceutical Sales Process with Mobility

Amplify the Pharmaceutical Sales Process with Mobility

Presented by:

Jim Somers

VP, Marketing – Antenna Software

Paul Briggs

Sr. Marketing Manager - BlackBerry CRM Solutions

October 16, 2008:

PharmaForce 2008 Loews Philadelphia Hotel

2© 2008 Antenna Software – Proprietary 2

Our Agenda

EAT. THINK. BE MERRY.


Key Business Challenges

Pharmaceutical companies face significant business challenges today:

Patent Expirations

Weakening Product Pipeline

Fewer Blockbusters

Stricter Compliance

Intense Competition

Higher Costs

Drug Safety

Revenue Leakage

Changing Sales Environment

Data Overload


Critical Sales Challenges

► Targeted Message

Formulating a sales strategy that addresses the unique needs and interests of each physician.

► Time Management Managing the day-to-day logistics, such as route planning, call execution, post-call interaction and reporting.

► Compliance Adhering to complex federal restrictions and guidelines that focus on the relationship with prescribers.

► Less Face Time Overcoming limited amounts of time that physicians are willing to spend with pharma sales reps.


66% of pharma sales reps use less

than 20% of the functionality

available to them in their current

SFA system.

This is Your Wake-Up Call …

Source: Health Industry Insights

Let’s Test Your Knowledge …


The average pharma sales rep has a quota of ___ sales

calls per day.

Source: PharmaVOICE

8

Pharma Sales Metrics


____% of pharma sales calls actually result in a face to

face meeting with a physician.

* Source: Capgemini


43


During an average sales call, sales reps are allowed _____

minutes to talk with each physician.


1.5



The average rep is actually selling 5

minutes each day!


Day in the Life of a Pharma Sales Rep


Questions to Consider?

What barriers to performance does the average pharma sales rep run into while on the road each day?


Questions to Consider?

Can mobility help break Can mobility help break down these down these performance barriers?performance barriers?


The Average Sales Day

Post-Sales Post-Sales AdministratiAdministrationon• Physician follow-up

• Document sharing

• Support issues

• Sample management

• Meeting summaries

• Expense reports

• Prepare for next day

On the On the RoadRoad

• Product detailing

• Answering questions

• Note taking / follow-up

• Sample drop

• Unexpected cancellations

• Minimizing downtime

Pre-SalesPre-SalesPlanningPlanning

• Goal setting

• Calendar management

• Route planning

• Pull reports

• Research customer issues

• Objection handling


Shorten Shorten Pre-Sales Pre-Sales PreparatiPreparationon

Day in the Life

How much time do How much time do

you spend printing you spend printing

documents for next documents for next

day’s meetings?day’s meetings?

Anytime Access Anytime Access to Contactsto Contacts

Anytime Access Anytime Access to Calendarto Calendar

Turn by Turn Turn by Turn DirectionsDirections


Day in the Life

Streamline Streamline Detailing Detailing ProcessProcess

How many How many

documents do you documents do you

need to take with need to take with

you when meeting you when meeting

physicians? physicians? AMP AMP

GatewayGateway

Host Host SystemSystem

Fax / Fax / EmailEmail

AMP PharmaAMP Pharma

• Send targeted literature Send targeted literature directly from the field to directly from the field to physiciansphysicians

Physicians Physicians


Day in the Life

Better Better Manage Manage SamplingSampling

How do you ensure How do you ensure

you are staying in you are staying in

compliance with compliance with

product sampling?product sampling?

Capture Capture signature signature right on the right on the devicedevice

Track Track samples samples with with automatic automatic alertsalerts


How much dead How much dead

time do you have time do you have

each day with little- each day with little-

to-no productivity?to-no productivity?

Day in the Life

Lessen Lessen Sales Rep Sales Rep Down TimeDown Time

After a After a meeting, meeting, create a new create a new task …task …

… … and and summarizsummarize meeting e meeting notes.notes.


Day in the Life

Respond to Respond to Physicians Physicians FasterFaster

How long does it How long does it

take to get take to get

answers to your answers to your

customers’ customers’

questions?questions?

View Who is View Who is OnlineOnline

Message them Message them ImmediatelyImmediately

Follow up with Follow up with a Phone Calla Phone Call


Enabling a New Selling Paradigm

BeforeBefore AfterAfterPre-Sales Preparation

Print agendas, notes, schedules and routes the night before

Notes, schedules, maps all available anytime, anywhere

Product Detailing

Carry bulky documents, which can be heavy and easily misplaced

Send targeted literature immediately from device via fax or email

Product Sampling

Manually track and manage product sample process

Real-time electronic sample tracking with automatic message alerts

Manage Downtime

Canceled meetings, waiting on doctors, travel – all resulting in lost time

Turn dead time into productive time --update tasks, dr. follow-up, etc.

Respond Faster

Take notes and reply to physician questions the next day or later

Collaborate with colleagues in real-time using mobile IM


Typical Mobility Metrics*

• Increased Productivity 64 percent

• Improved Customer Sat 28 percent

• Increased employee retention 16 percent

• Differentiated Company 8 percent

• Reduced Costs 52 percent

• Reduced Staff 20 percent

• Improved Data Quality 16 percent

• Increased Revenue 8 percent* “Creating Business Value with Wirelessly Enabled Business Processes,” Accenture

AMP™ Pharma Quick Demo


1. Productivity

2. Efficiency

3. Effectiveness

4. Grow Sales

Business Unit IT

It’s a Balancing Act

5. Quality of Life

1. Security

2. Flexibility

3. Manageability

4. Reliability

5. In Compliance


This is Your Second Wake-Up Call …


Pharma sales reps, on average, use

3 disparate systems/sources to

access and manage all daily

information.


Composite Application Design

Enterprise Applications

ContentServices

Middleware

Location Services

Web Integration

InformatiInformation Awareon Aware

Department

Location

User Profile

Device Type

Social Network

User User AwareAware


Mobility can make a positive business

impact on your sales performance.

Your Final Wake-Up Call …

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

Thank You!

Amplify the Pharmaceutical Sales Process with Mobility

Technology

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