Transcript Slides / Partial PPT

Sonoma Partners
Life Sciences Manufacturing Overview
2016
Mega-Trends We’re Seeing in Manufacturing
eCommerce and Internet
increasing competitiveness
B2B customers embracing
B2C expectations (portals &
self-service)
Companies looking for
“best of breed” technology
solutions
How Manufacturers Can Move Forward
Create differentiated customer
and distributor experiences
(personalized and self-service)
Run, don’t walk, to embrace
new selling models
Make sure software systems can
meet future business needs
CRM for Life Sciences Manufacturing
Sales
Efficiency
Sales
Performance
Management
Process & guidance
Dashboards
Mobile access to customer
and ERP data
Activity tracking and
measurement
Selling smarter (predictive)
Metrics and KPIs
Internal collaboration /
customer success stories
Focus on strategic &
profitable customers
Complex quoting
Supplier &
Customer
Experience
Web-based portals
for order status, case
management and
self-service
Joint supplier sales and
closed loop marketing
Highly personalized
experiences
Typical Improvements for Manufacturing Companies*
Opportunity
Volume Increase
Sales
Productivity
Improvement
Sales Cycle Time
Decrease
26%
32%
26%
* Customer Relationship Survey conducted from October 2011 to March 2015 by an independent third-party Confirmit, Inc.
Productivity
Increase from
Mobile
30%
Sonoma Partners Life Sciences - Manufacturing Clients
Customer Success Story
Mobile app for
distributors /
customers
Replaced
homegrown
Manufactures heavy
industrial equipment
Complex selling model,
long sales cycles
Sales
performance
SAP
integration
Miller Heiman
Sales Process
Campaign and lead
management
One deployment to support
multiple divisions
Customer Success Story
Mobile access
First formal
CRM
Manufactures orthodontic
equipment
Split sales model (direct in
US, distributors in EMEA)
Sales
performance
Dynamics NAV
integration
Customer service
CTI -> screen pops
Multi-lingual, multi-currency
Customer Success Story
Single Customer Database
First formal CRM system
Mobile-first approach
to design
Improve cross-selling
and internal
collaboration
Sales Efficiency
360 Degree View
Single sales process &
opportunity tracking
Marketing campaign
management
Integrated order data
with SAP
Customer service and
case management
Targeting grid to
identify white spaces
Medline Custom Sales App