Transcript Leveraging Handhelds for Sales and Support Force

Leveraging Handhelds for Sales and Support
Force Automation
Andrew Robertson
Director of Technology
ArcStream Solutions
[email protected]
Agenda
• How we Design Mobile and Wireless Applications
• Common Functionality
• Case Studies
• Demo
Workbench Approach
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•
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SFA Application
Enterprise Applications
Intranet & Web
Email
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
Understand Workflow
Prepare
for Sales
Call
• Check Contacts
• Read Alerts
• Follow-up from
Last Visit
“Waiting
Room”
• Review
Scenarios for Visit
Conversations
• Review /
Change Schedule
• Read Sales Tips
(Organizational
effectiveness
training)
• Review Sales
Data
• Review Prior
Visit Notes
• Study Training
Material
• Review Product
Information
Conduct
Call
• Provide
Product
Information
• Place Order
• Check Status
of Orders
• Rebut
Objections
• Drop Literature
Follow-up
Effort
• Update
Contacts
• File Report/
Provide
Feedback
• Review Orders
• File Expenses
• Plan next visit
Benefits of a Mobile or
Wireless Solution
• 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
Types of Apps:
General Sales
•
Real Time Inventory Levels
•
Order Placement / Order Status
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Calendar and Contact Management
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Notes Capture
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Sales Data
•
Surveys / Evaluations
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Alerts / Communication Tools
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Access to Training Materials
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Presentation Tools
Types of Apps:
Pharma Detail Rep
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Contact Management
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Sample Drop Management and Sample Reconciliation
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Notes Capture
•
Prescriber Data
•
Literature/Premium Management
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Communication Tools
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Access to Training Materials
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Presentation Tools
Staples Case Study
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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
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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
Demo
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.
What makes a new
application successful?
•
Define Success (participation, increased sales, ROI…)
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Get “User” Buy-in – Include the Detail Reps
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Prioritize the functionality
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Phase-In Development
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Ease of Use is critical
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Add Technology Where it Makes Sense
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Automate – Wherever Possible
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Project the Right “Image”
Screen Shots