Enterprise Sales Force Automation Field Activity Reporting, Promotions & CRM, Expense monitoring

An Excel Software & Systems PLC presentation

Medico SFA

EXCEL

2Copyright © 2013 Excel Software & Systems Pvt. Ltd. All rights reserved.

Excel Software & Systems Pvt. Ltd. (Excel Software) is an Independent Software Vendor (ISV) providing enterprise grade software solutions to major organizations in the public and private sectors, with focus on Supply Chain Management, Finance & MRP. Excel specializes in Industry specific Decision Support Systems integrating diverse enterprise applications that are extended across the enterprise from the corporate offices right down to sales people in remote locations.

Location:

Key Features:

Mumbai, India

• Founded in 1987• 25+ years of experience in enterprise software products.• More than 3000 installations of its software• 18+ years of focus on the Indian Pharmaceutical industry• Excel’s SD products span the entire distribution landscape

right from the enterprise to logistics, wholesale & retail.• Medico SFA capitalizes on Excel’s enterprise experience &

familiarity with KPIs that need to be monitored.

Company Profile: Excel Software & Systems Pvt. Ltd.

EXCEL

3Copyright © 2013 Excel Software & Systems Pvt. Ltd. All rights reserved.

Experience – Software Development Projects

Excel’s earliest projects were with apex bodies of the Govt. of India in conjunction with the World Bank & the EEC.

• HUDCO• Karnataka Housing Board• Tamil Nadu Urban Dev• Municipal Urban Dev Fund

Madras PortOperationalMIS

Directorate General of Civil Aviation Operational MIS

Ministry of surface transport

EXCEL

4Copyright © 2013 Excel Software & Systems Pvt. Ltd. All rights reserved.

Enterprise Product Portfolio

Medico eDSSDecision Support & BI

Medico Online SD Sales & Distribution Finance SOA / BPM /BRMS

Medico SG PS & PI Distribution

Medico SFASales Force Automation& CRM

Medico SSSecondary Sales

Enterprise gradeProducts for thePharmaceuticalIndustry

Medico WRWholesale, retail Solutions

EXCEL SOA / BPM Technology for Medico Online SD transactionsMedico eDSS allows the entire organisationto operate on a common information platform.Hierarchical security features are built in.

Web services Tier

Integration Tier

Workflows & Rules

Medico eDSS Tier

Notepadse-mailSMS

Medico eDSS at remote locations (branches & warehouses)

SAP / Other global Enterprise Apps Medico eDSS Database

Data Retrieval Service

Business Logic Service

External App Service

(SAP BAPI/RFC)

Branch offices, Regional Offices & Field Staff

EXCELMedico eDSS – case study – monitoring HQ profitability

Medico eDSS Layer - domain specific functionality – Business logic, processes, workflows, alerts, controls, analytics

Web services integration layer

This case study shows an example of how Medico eDSS integrates data from different applications to monitor HQ profitability.

Pending OrdersDeliveries

Free schemes

Sales ReturnsExpiry Breakage

returns

Demand planning data

Invoices, tax Collections, CRA

Credit & Debit notes

Customer detailsField allocation

TargetsProduct grouping

Cost of Samples & Promo Inputs

Call AverageMissed calls

Field expenses

SAP-SD SAP-FICO

Samples &

Promotional

Inputs

RFC RFC Sales ForceAutomation

Medico eDSSDatabase

Previous year dataStatistical ratesPool territories

Incentive schemes

Field staff salaries Campaign expenses

CRM expenses

EXCELMedico eDSS caters to ALL the users in the enterprise

Supply ChainSales & Marketing Finance

Sales Admin & Product Management teams

• Sales performance• Expiry breakage analysis• Targeting & Incentives• Brand management• HQ / Area / Regional profitability• Workflows for field CRM & other

expense approvals.• Online cycle meeting aids.

Finance

• Multi company, multi branch• Drilldowns to transactions• Budget related alerts• Approval workflows• Tax reporting• Cost of sales monitoring• Distribution costs• Credit control team reports

Distribution & Procurement• Stocks at CFA locations• Near expiry stocks• Sales trends• Demand & transfer planning• Approval workflows• Consuming doctor biz claims• CFA/CSA management reports• Pending orders• Vendor approvals, monitoring

EXCELMedico SFA

Field StaffSales Admin Expense Monitoring

Sales Admin teams

• Daily Call Reports• Doctor/ Customer coverage• Call average• Repeat calls missed• Hospital / Institution visits• Workflows for field CRM & other

expense approvals.• Online cycle meeting aids.

Finance

•Standard rates for travel reimbursement•Daily allowances•CRM approval workflows•Conference/ Meeting expenses.•Budget checks•HQ profitability

Field managers

• Sample stocks with Field staff• Sample & PI usage.• Managing Doctors / Customers• Field performance KPIs• Primary & Secondary sales• Cost of sales • Leave and attendance• Work, Training approvals.

EXCEL

• Medico SFA is a comprehensive Sales Force Automation and CRM enterprise application.

• Custom built for the Indian Pharmaceutical industry – easy to use User Interfaces with all relevant functionality.

• Allows tour planning, fare charts and other features.

• Maintains stock of PI and PS with each field person.

• Travel expenses, allowances calculated by the system based on the DCR. Forces filling up of DCR, saves time for sales admin people, audit compliance is provided. Expense and CRM approval workflows available.

• Drill down reports and dashboards for field staff.

• Facilities to integrate with underlying ERP to pull in primary sales and secondary sales related data.

• Mobile framework provides ability to locate the Sales Rep while he is filling up the DCR.

Medico SFA - Advantages

EXCEL Medico SFA – Daily Call Report UI

EXCEL Medico SFA – Daily Call Report – Wholesale & Retail order booking

EXCEL Medico SFA – Daily Call Report UI – PI usage & stocks

EXCEL Medico SFA – UI for receipts of PS / PI

EXCEL Medico SFA – Leave records and approvals

EXCEL Medico SFA – Monthly Tour Plan

EXCEL Medico SFA – Field Expense Claims & Approval workflow

Distances, one way fares are pre-set.Allowances, fare calculated by system.Lodging, boarding norms are pre-set.Claim variation allowed is pre-set

Expenses are calculated based on the Daily Call Report entered. DCR entry, therefore becomes mandatory.

EXCEL Medico SFA – Doctor / Customer master

EXCEL Medico SFA – Doctor / Customer master – Business metrics

EXCEL Medico SFA – Doctor / Customer master – CRM related info

EXCEL Medico SFA – Hosting details

The Medico SFA SaaS model hosting includes the following:

• Hosting the application at a level A Tier III data center in Mumbai.• Medico SFA license costs.• Windows 2008 Server OS. • Oracle 11G licenses (RDBMS).• 10 MBPS reserved bandwidth for the servers • 2 alternate ISP for switchover during connectivity outages if any.• Network and data security, firewalls • 24 x 7, 365 days a year support for servers & connectivity at data centre.• 9 hours a day helpdesk support for Medico SFA on all weekdays (except national and public holidays) for Indian users.• Hot and cold automated backups of data.• AMC for licenses is included – standard upgrades, statutory compliances

EXCEL Medico SFA – Data Centre SpecsThe data centre network and data security features are as below:

General features:• Level A grade, Tier III Data Center with banking clientele.• Located at Prabha Devi in the heart of Mumbai, high security area. • 3 STM1s from 3 ISPs – Tata, Reliance and SIFY.• Connected via BGP to the Internet Exchange in Mumbai via Tata.  • ISO 27001:2005 certified for ISMS • ISO 9001:2008 QC  for hosting services • ISO 20000 for ITSM

Physical Security

• 24 x 7 x 365 security guards• CCTV, digital locks, finger print identification for entry etc.• No part of the data centre is exposed to the external environment.• Higher floor ensures safety from flooding.• Located in a high security area.

EXCEL Medico SFA – Data Centre Specifications

Fire Control - The Data Center uses FM-200 gas based fire suppression, smoke detecting sensors, 24 x 7 x 365 CCTV surveillance by ops team.

Air Conditioning – Temperature maintained at a constant 68° F., plus or minus 3° F., with humidity at a constant 45%-50%, as per international data centre standards.

Power Specifications and UPS • Main power supplied by the regional electric power utility. • Two-fold resilience provided by UPS to each area.• Diesel backup generator auto starts within seconds of a power failure.• A power conditioning strategy is used.

Network Security and Firewall• Routers- Cisco 6500 series • Cisco 3550 giga port switches• Foundry Load balancer by Brocade • Cisco Pix Firewalls Cisco ASA 5505 • All cables are by AMP - includes CAT6 Cables, Patch Cords & UTP Connectors

EXCEL Medico SFA – SaaS model Backups

The following backup procedures are used:

Online Backup: Done on the Continuous Data Protection (CDP) Server. We usually use a backup agent license called CDP license (R1 Soft). Auto backs up files and folders in real time. Options range from 100GB to 1TB per month.

Offline Backup: 1TB external USB HDD is provided to the customer. Scheduled backups are taken using Plesk / CPanel / Oracle / MSSQL backup command through the Database. Media is stored and can be restored on demand.  Daily incremental backups are scheduled in addition to these backups.

SAN Storage: Data is stored on the SAN (Storage Area Network) and NAS (Network Attached Storage) as per customer requirement.

EXCEL

• In use by major pharmaceutical companies in India.

• All these customers manage multiple businesses on the same platform including ethical pharma, FMCG, veterinary, generic sales, specialty medical clinics, dental healthcare etc. demonstrating the flexibility and agility of the business processes being delivered through the Medico suite of solutions.

Customers of the Medico suite of products

EXCELSigning off

Thank you ! Should you need any more information, do contact us.

Uday Vijayan Mobile: +91-9820058860 Email: uday@tpchr.in

excelsof@vsnl.com

Medico SFA