Challenge

Client was looking for opportunities to simplify rep call logging and Territory allocation

>  Identify opportunities for 15% TCO reduction

>  Align the application with business strategies

>  GPs and Practice database management

>  Call Logging on Single and multiple Attendees

>  Performance Tracking and KPIs

>  Sample / Literature tracking

Solution

>  Analyzed the portfolio of 20,000+ practitioners from different perspectives to identify Account allocation to the Reps country wide

>  Refined current IT roadmap in strategic areas to address aforesaid issues

>  Prioritized different identified opportunities in a time-boxed manner for MSD to implement it Benefits

Benefits

>  Cloud identified >25% in savings compared to target of 15%  • Savings were identified through a range of strategies including: Consolidation, Right allocation and operational excellence

>  90% of savings through consolidation, 7% through simplification and the remaining through other strategies

>  Key consolidation opportunities in functional areas like CRM and BI

Results

>  Maintain database of Practices, Practitioners, Institutions, and Pharmacies

>  Managing Affiliations between Practitioners and Institutions

>  Allocating Accounts based on territories to Sales Reps for detailing

>  Call Recording based on Single Attendee and Multiple Attendee with create New Contract

>  Call objectives and next call objective with next call date, profiling questions, Key Messages delivered captured on Call Recording.

>  Allocate KPIs to reps ex: visits/day, doctor coverage per month

>  Manage Sample Inventory, Samples and Promotional Material Left

>  Expense management for Reps with Approval process

>  Mobile Call logging system

Reports

>  National Coverage and Frequency Reporting

>  National Call activity reports

>  Product Targets territory wise

>  Product Call Activity Report for GP and Pharmacies

>  My (REP) product-wise daily call activity report

>  My (Rep) Average Calls per day

>  All calls on Target this week (by Reps)

>  Reps on Target Coverage & Frequency

>  Target Practitioners visits report

>  Call Activity report Territory wise Coverage Target

>  Product wise Call Summary report

>  Literature Drop report

Dashboards

National Call Reports Dashboard

>  Calls on Target this week

>  Product calls this year

>  Total calls on target this year

>  Calls on Target this week by rep

Coverage and Frequency Dashboard

>  Call frequency by territory by region

>  Call coverage by territory by region

>  Calls to unique GP Target by territory by region

>  Total Calls by rep

Rep KPI Dashboard

>  My calls on practice today

>  My calls on target today

>  My Average calls per day

>  My Calls on target this year

>  My Calls with Product today