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实例探究 > Ferrer Pharmaceuticals Gains Better Customer Insight with Veeva CRM

Ferrer Pharmaceuticals Gains Better Customer Insight with Veeva CRM

技术
  • 功能应用 - 企业资源规划系统 (ERP)
适用行业
  • 药品
适用功能
  • 销售与市场营销
服务
  • 云规划/设计/实施服务
挑战
Ferrer had been using a home-grown sales force automation system for years but recently started feeling the pains of outdated technology. The old system couldn’t keep up with the company’s changing needs and increasingly complicated sales structure - one which encouraged competition within territories. For Ferrer, it became mission-critical for the sales reps to have a complete view of one another’s interactions with HCPs across territories and over a mobile platform. The company also wanted a direct-to-pharmacy order management system built right into the CRM system – a capability that had been recently integrated into Veeva CRM. It was also important for Ferrer’s new CRM system to be intuitive and easy to use both for the sales users and administrators.
关于客户
Ferrer is a multinational pharmaceutical company based in Spain with subsidiaries in Germany, Portugal and throughout Latin America. The company delivers pharmaceutical products of the highest scientific standard combined with health training programmes that provide up-to-date information on the constant improvements in the fields of medicine and pharmacology. Key to Ferrer’s success is its commitment to remain in constant, direct contact with health care professionals, patients and the general public.
解决方案
After evaluating most major CRM providers on the market, Ferrer landed squarely on Veeva CRM for reps to use on their tablets. The solution’s multitenant, cloud-based platform would enable Ferrer to quickly and economically make configuration changes to meet its specific business needs. Veeva CRM proved that it could efficiently support Ferrer’s unique sales territory alignment needs. The built-in order management functionality was vital because it includes the ability to completely streamline the pharmacy ordering process. One month into the pilot, Veeva CRM was rolled out to more than 70 Ferrer sales reps in Spain. By the time the rollout was complete, Ferrer had deployed Veeva CRM to its full 600-rep sales force – one of the largest in the country.
运营影响
  • The Veeva CRM deployment has even resulted in a significant improvement in job satisfaction for Ferrer sales reps. They now report that they spend less time recording calls and orders and more time working directly with customers. And, with all data in one place, reps are able to better support their customers for overall improved relationships.
  • Taking, placing and managing pharmacy product orders had always been a lengthy and complex process for Ferrer reps. With Veeva CRM, the pharmacy ordering process is now easily and completely managed from the Veeva CRM interface, enabling the company to process more than 200 orders a day.
数量效益
  • Ferrer had deployed Veeva CRM to its full 600-rep sales force.
  • The company is able to process more than 200 orders a day.

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