Siebel Pharma Sales

Enable Newer Sales Models
The Siebel Pharma Sales solution supports sales processes for both physician-centric and account-centric sales models, thereby providing primary-care, specialty, provider-account, payer-account, trade-account, and government-account sales forces with a comprehensive set of tools for effectively managing their business. In addition to providing business process support for physician-centric as well as account-centric sales models, Siebel Sales planning and execution capability enables cross-functional business processes. For example, the solution set can help pharmaceutical companies drive alignment between managed-care and physician sales forces by executing pull-through strategies that have a positive impact on prescription growth.

Siebel Pharma Sales provides these benefits:

• Supports creation of a "specialty care" sales force as specialty products evolve
• Supports traditional primary-care sales forces
• Supports processes such as customer targeting, call planning, call execution and reporting, samples management, medical-education events management, business planning, formulary management, managed-care pull-through management, and territory and objectives management

Align Marketing and Sales Processes
Siebel Pharma Sales facilitates integration of marketing and sales processes through the use of a consistent platform across sales and marketing. All customer-facing personnel operate from a common repository of customer information. As marketing organizations define brand plans, along with various tactical components, they can execute coordinated marketing campaigns across various channels, including field sales. Sales representatives are thus guided to use the most optimal messages based on physician segmentation and needs, so they can maximize the effectiveness of their sales calls. Also, by capturing the physician's response to messages, the sales force in turn can provide marketing with even richer customer profiles—so the marketing organization can refine segmentation and adjust the channel mix accordingly.

Improve Targeting and Segmentation
With built-in, easy-to-use analytics, Siebel Pharma Sales leverages customer and market intelligence gathered from multiple sources to target physicians and to maximize sales impact. The solution's pre-built analytics capability is rendered within the sales force automation applications—thus unifying the sales process—and it works both online and offline to boost the productivity of sales representatives. The analytics capability is flexible enough to accommodate changing business needs, requiring minimal intervention from IT staff. Sales representatives can easily use target lists to plan their routes, plan their calls, apply for appointments on their calendars, invite attendees of medical education events, as well as automate other tasks that improve their overall sales effectiveness.

Realign Sales Territories Quickly and Effectively
Sales organizations need to respond quickly to changing market conditions and to be able to accommodate diverse sales forces, markets, and products—which requires seamless integration between applications. In addition, pharmaceutical companies must also comply with government regulations that mandate reproduction of historical alignments. The territory alignment functionality of Siebel Pharma Sales enables organizations to:

• Realign sales forces more quickly
• Validate an alignment prior to deploying in production
• Model several alignment strategies concurrently
• Maintain a historical view of alignments and territories

With Siebel Pharma Sales, pharmaceutical and biotechnology companies can improve revenues, market share, new product revenues, and net margins. Benefits achieved by customers using Siebel Pharma Sales include:

• Revenue gains of up to 100%
• Revenue increases in the range of US$2 million to US$ 8.9 million
• Up to 7% improvement in targeting effectiveness
• Up to 50% reduction in duplicate calls

Novartis Pharmaceuticals Achieves Results
"Using Siebel Pharma Sales, Novartis Pharmaceuticals has increased sales productivity and effectiveness. We have reduced the number of duplicated calls to physicians by our sales representatives from 3.7 percent to 1.5 percent. By increasing productivity and improving customer targeting, we anticipate a full return on investment." — Juanjo Francesch, eBusiness Manager, Novartis Pharmaceuticals Spain