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
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Our Agenda
EAT. THINK. BE MERRY.
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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
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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.
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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 …
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The average pharma sales rep has a quota of ___ sales
calls per day.
Source: PharmaVOICE
8
Pharma Sales Metrics
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____% of pharma sales calls actually result in a face to
face meeting with a physician.
* Source: Capgemini
Pharma Sales Metrics
43
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During an average sales call, sales reps are allowed _____
minutes to talk with each physician.
Source: Health Industry Insights
1.5
Pharma Sales Metrics
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The average rep is actually selling 5
minutes each day!
Pharma Sales Metrics
Day in the Life of a Pharma Sales Rep
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Questions to Consider?
What barriers to performance does the average pharma sales rep run into while on the road each day?
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Questions to Consider?
Can mobility help break Can mobility help break down these down these performance barriers?performance barriers?
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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
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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
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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
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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
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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.
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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
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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
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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
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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
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This is Your Second Wake-Up Call …
Source: Health Industry Insights
Pharma sales reps, on average, use
3 disparate systems/sources to
access and manage all daily
information.
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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
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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.
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Thank You!