22 November 2010 | Article by Peter Schnack, Managing Consultant, NNIT
Article by Peter Schnack, Managing Consultant, NNIT
The pharmaceutical market is undergoing radical change and companies are forced to restructure their commercial organisations to face the new market needs and new business models. Increasing market restrictions and new stakeholders representing a change of decision power are some of the challenges. In order to navigate successfully in this environment life sciences companies must focus on where and how to invest the commercial efforts and initiatives. Therefore, a growing number of life sciences businesses are looking for a way to optimise customer relationship management with powerful business intelligence tools.
The customer is the centre around which everything evolves – in theory that is. The fact is that the pharmaceutical market represents a complex stakeholder landscape where new significant players with new social habits must be contacted and managed differently. However, the customer centric approach can be difficult to manage. There isn’t just one customer or one type of customer to focus on. Each stakeholder must be dealt with individually and through various communication channels in the commercial process. Add on top of this a grid of regulations and policies, an ever growing amount of data and you will begin to see the outlines of an equation dealing with a multifaceted and challenging market. This is one of the reasons why companies need a CRM solution dedicated for life sciences.
Analytical and operational support
Pharmaceutical company spending on marketing far exceeds the spending on research. The management and measurement of the sales force effectiveness are major business challenges. Therefore, life sciences companies need analytical solutions (Data Warehouse) closely integrated with operational solutions and market data sources, in order to be able to define, distribute, monitor and review commercial strategies in a dynamic process.
By implementing the NNIT/Trueblue CRM solution you get the optimal tool supporting a go-to-market model based on sales potential, ROI and management of multi-customer relations and multi-channel communications. The overview established by our CRM solution results in a justified focus on where and how to invest the commercial efforts and initiatives through structured plans and actions.
• Support the commercial process
• Exploit data commercially
• Increase the marketing and sales performance
• Improve competitiveness
The NNIT/TrueBlue CRM solution helps improve your Sales and Marketing effectiveness through two tracks:
• Analytical CRM (Business Intelligence and Data Warehouse)
• Operational CRM solutions handling the sales force, events and so forth
Let information flow – in a controlled way
By using analytical CRM, businesses can begin an integration process of sharing data and customer information between functions like sales, marketing and medical. The mere collection and capture of data is of no value in itself – the value lies in the integration of data and how it is used for decision making and action planning. With an integrated CRM solution you can leave behind the vertical silos of information. Instead, let information flow – in a controlled manner – and deploy data the right way and navigate successfully according to the market’s multiple centers.
Take advantage of a strong CRM partnership
The NNIT and Trueblue partnership unites the expertise of two leaders in IT services for life sciences and our CRM solution has already been adopted by marketers in several major multinational companies.
Our offer combines NNIT’s strategic consulting, systems integration and hosting services with Trueblue’s strong portfolio of CRM solutions specifically for the life sciences sector, including sales force automation, multichannel contact management, analytical CRM and much more.
NNIT and Trueblue deliver CRM for life sciences with these defined roles:
• Operational and Analytical CRM solutions (Trueblue)
• Implementation (NNIT)
• Maintenance and Service (NNIT)
• Marketing and Sales consultancy (NNIT/Trueblue)
Contact Managing Consultant Peter Schnack, NNIT at +41 79 799 1467 or pesc@nnit.com for a more detailed presentation of the benefits the NNIT/Trueblue CRM solution offers your business.