Integrated Sales Planning and Execution for Life Sciences

Life sciences companies are facing slowing revenue growth and declining profitability resulting from reduced research and development (R&D) productivity, loss of patent exclusivity, and regulatory and pricing pressure. Market changes have diminished the sales productivity and effectiveness of the traditional pharma sales model. While traditional markets are showing slower growth, emerging markets such as China and India represent vast potential.

Pharma companies are wrestling with how to most effectively transform their sales organizations to adapt to the changing landscape and to better harness institutional knowledge. Now, more than ever, these companies must support the needs of, and facilitate communications across, diverse sales teams and functions, as well as support emerging markets—all at the lowest total cost of ownership. With Oracle's industry solution for integrated sales planning and execution, life sciences companies can support all this and more.

Oracle Industry Solutions Address Complex Business Processes
Oracle industry solutions leverage our best-in-class portfolio of applications and technology to address complex business processes relevant to your industry. Whether you start with one component or make a complete business transformation, Oracle enables you to build on your existing environment with an open-integration framework using standards-based middleware. Oracle industry solutions enable you to speed time to market, reduce costs, and gain a competitive edge.



 Business Drivers  Oracle Enables You to
Move from traditional sales models to account management
  • Help ensure efficient collaboration within and across sales teams
  • Migrate from a traditional detail model to a model where sales teams are respected as knowledge providers
Move from a large primary care sales force to sales forces grouped by therapeutic areas and speciality care
  • Provide flexible support for sales force requirements
  • Provide a platform for the sales force to control messages to the influencers
  • Maintain consistent communications with influencers
Use market intelligence and spend data to optimize collaboration with key influencers
  • Arm sales teams with specialized analytics by therapeutic area
  • Provide SaaS (software as a service) analytics integrated with CRM or CRM On Demand
Provide successful platforms for product launches by integrating sales feedback into marketing intelligence
  • Understand how physicians are responding to new product messages
  • Fine-tune messages based on influencer segmentation

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