Leveraging Handhelds for Sales and Support Force Automation Andrew Robertson Director of Technology...
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Transcript of Leveraging Handhelds for Sales and Support Force Automation Andrew Robertson Director of Technology...
Leveraging Handhelds for Sales and Support Force Automation
Andrew Robertson
Director of Technology
ArcStream Solutions
• How we Design Mobile and Wireless Applications
• Common Functionality
• Case Studies
• Demo
Agenda
Workbench Approach
SFA Application
Enterprise Applications
Intranet & Web
Reporting / Data Warehouse
Other
• Integrate data from multiple applications• Organize data according to the unique workflow of the
mobile worker• Present information in an intuitive, easy-to-navigate
user interface
Prepare for Sales Call
• Check Contacts
• Read Alerts
• Follow-up from Last Visit
• Review / Change Schedule
• Review Sales Data
• Study Training Material
“Waiting Room”
• Review Scenarios for Visit
Conversations
• Read Sales Tips (Organizational effectiveness
training)
• Review Prior Visit Notes
• Review Product Information
• Provide Product
Information
• Place Order
• Check Status of Orders
• Rebut Objections
• Drop Literature
Conduct Call
Follow-upEffort
• Update Contacts
• File Report/ Provide
Feedback
• Review Orders
• File Expenses
• Plan next visit
Understand Workflow
• Increased efficiency on sales call
• Streamline administrative tasks
• Minimize repetitive tasks
• Maximize time with prescriber
• Increase organizational effectiveness through training and education
• Ensure continuity upon territory turnover
• Leverage expenditures on IT infrastructure
• Reduce technology expenditures
Benefits of a Mobile or Wireless Solution
• Real Time Inventory Levels
• Order Placement / Order Status
• Calendar and Contact Management
• Notes Capture
• Sales Data
• Surveys / Evaluations
• Alerts / Communication Tools
• Access to Training Materials
• Presentation Tools
Types of Apps: General Sales
• Contact Management
• Sample Drop Management and Sample Reconciliation
• Notes Capture
• Prescriber Data
• Literature/Premium Management
• Communication Tools
• Access to Training Materials
• Presentation Tools
Types of Apps: Pharma Detail Rep
Staples Case Study
• Challenge
– Improve communication regarding customer orders between the inside call center and outside sales force
• Solution
– Web-based application with mobile component
– Integration with several backend systems allows real-time order processing, sales data entry and synchronization, as well as customer credit approval
• Benefits
– Increased efficiencies will save Staples up to $800K per year
– Boosts revenues by increasing productivity of sales force
– Dramatically improves customer satisfaction
Pharma Case Study
• Challenge
– Build and implement full SFA solution for Sales Reps, Clinical Liaisons, and Sales / Marketing Management
• Solution
– Tablet-based application with fully mobile component
– Oracle Web2Go infrastructure with full SQL database on mobile device
– Integrate into legacy systems & XML data feeds.
• Benefits
– Tight integration between Sales and Marketing will help drive new drug release success
– Access to all necessary information while on the road
Thank You
Reminder:
• Please be sure to complete your session evaluation forms and place them in the box outside the room. We appreciate your feedback.
• Define Success (participation, increased sales, ROI…)
• Get “User” Buy-in – Include the Detail Reps
• Prioritize the functionality
• Phase-In Development
• Ease of Use is critical
• Add Technology Where it Makes Sense
• Automate – Wherever Possible
• Project the Right “Image”
What makes a new application successful?