Hermann Alvino

ACME Pharma-CRM Sales presentation

These presentations are based on a scenario described at the beginning. Names of Seller, Products and Customer are fictitious; rest of elements corresponds with different real business and technical situations.

Scenario (1/4)

ACME

CRM

Global deployment of ACME CRM Sales Force Automation, Marketing and Analytics for multinational PHARMA PRESCRIPTit CORP. This deployment is engaging the corporation in a deep organizational and cultural change that have three initial challenges: - Acceptability by users. - Match and integrate current processes and procedures into the new applications from technical and cultural perspectives. - Integrate new CRM applications with existing ERP platform. Country deployment for 450 Salespersons-Indirect Sales, 150 SalespersonsDirect Sales, and 15 products Experts.

Scenario (2/4)

ACME

CRM

Salespersons with tablet pcs are engaged in indirect sales presenting products to physicians together with messages structured by marketing units. Goal is to convince physicians to use products in their prescriptions. Direct Sales focused in Pharmacies and Distributors (Partners) completes the sales loop.
Products Experts give support information to Salesperson sharing visibility of part of their interface. Marketing department elaborate messages and share visibility of part of their interface with Salespersons. Analytics module provides framework to establish tactics and strategies for Sales and Marketing units. Product acceptance by physicians will make them to prescript it to patients. Written prescription will be used to purchase product at pharmacies.

Scenario (3/4)

ACME

CRM

An exclusive web portal for Distributors (Partners) will be considered and deployed in the future. Existing corporate web portal provides to visitors with complete information about products covering specifications, medical studies, protocols, etc. ACME-CRM software sales cycle stages already completed are: - Corporate presentation. - Products and solutions presentations. - RFQ for Sales, Marketing and Analytics has been recently received CRM to be filled. by ACME - Pilot application still needs to complete the gathering of prospects requirements before a first demo session.

Scenario (4/4)

ACME

CRM

Current stage is still covering business and functional prospects requirements. This presentation will cover chosen characteristics, functionalities and benefits of the Sales module proposed accordingly with prospects sales process and needs. In order to give a more complete perspective, Marketing and Analytics features are also presented. Current information about local corporation is still being gathered to structure a complete ROI analysis from ACME.CRM perspective. Goal of presentation is to confirm business perspective, reaffirm prospect engagement and relationships with spokepersons responsible to transmit prospect requirements.

ACME-CRM SFA Sales Presentation

What ACME-CRM does
How ACME-CRM does it Why ACME-CRM

ACME

CRM

What ACME-CRM will do for PHARMA PRESCRITit

ACME-CRM interface ACME-CRM empowerment &

PHARMA PRESCRITit process flow

PHARMA PRESCRITit landscape ACME-CRM Sales Force Automation

ACME-CRM Marketing
ACME-CRM Analytics

What ACME-CRM does (1) (1/2)

ACME

CRM

ACME-CRM acts as framework for organizational change in order to Attract, Engage, Sell & Retain Customers. This is done through: - Shortening your sales cycles and increase your revenues. - Making your sales & marketing personnel more efficient.

- Helping to create a market differentiation and to create the 80/20 niche.

- Improving your account management and sales team collaboration. - Achieving a holistic view of all your account interactions, resulting in informed professionals and satisfied customers. - Gaining insight into all your sales activities including pipeline and forecasted revenue, for more informed and accurate sales planning and marketing strategies.

What ACME-CRM does (2/2)

ACME CRM provides analytical functionality

ACME

CRM

Landscape Analysis

ACME CRM provides preloaded and adhoc reports for control and monitoring

New Product & Service

Control

Market Opening Expansion Extension

Multichannel Strategy

ACME CRM provides Multichannel Access

ACME CRM provides tools for configuration, workflow escalation & integration in real time

Business Continuity

Action

ACME CRM provides capacity to act in real time: campaigns, accounts & activities assignment, etc.

How ACME-CRM does it (1/2)

With its technology, ACME-CRM provides a platform based on -Multichannel approach for all stakeholders: sales, marketing, field service, partners distributors & suppliers, final customers. - Real time information management. - Real time information sharing. - Seameless integration with ERPBack Office & Legacy Systems.
Discover Design

ACME

CRM

Deployment Zero Footprint Bandwidth Options Interaction Model Standard Web Refresh Smart Refresh Explicit Save Smart Save UI Widget Set HTML Native Controls Calendar Control Calculator Control Currency Control Rich Text Control Enhanced Drop-down Control Enhanced List Control Drop-down Menus Accessibility Basic Style Sheet support Advanced Style Sheet Support Basic Browser Keyboard Support Enhanced Keyboard Support

Configure
Validate Deploy

How ACME-CRM does it (2/2)

Front-Office (CRM) Call Center Channels Sales Analitics Employee ... Face to Face Web Customer Employee Partner E-Mail Fax WAP
Web Server Gateway Firewall

ACME

CRM

eCommerce
DW Analiics

Field Service
Marketing ....

Stakeholder

Db CRM

Chat
Phone

Procurement

.... Projects SW Library HHRR

Legacy Db Inventory Finance HHRR,

Inventory
Finance Administration

Encript, LDAP

Logistics Back-Office (ERP)

Client

Web Servers

Application Servers

Database Servers

Why ACME-CRM (1/2)

ACME CRMs quality of products and services has been driven to: - Establish a growing market sharing supporting a CRM ecosystem. -Consolidate a solid financial structure with an optimal proportion between revenues from new licences and support that allows a continuous strong investment in innovation and quality.

ACME

CRM

CRM Market Share (large corporations)

Why ACME-CRM (2/2)

ACME CRMs tecnology offers a robust platform based in the state of the art in order to preserve investment and optimize cost of ownership: - First class support for configuration and upgrading - Compatibility with OSs, browsers, database and integration with office suites - Compatibility and integration with ERPs and legacy systems - Partnerships with software world leaders

ACME

CRM

CRM Magic Quadrant

ACME-CRM

-Growing world solid reputation

What ACME-CRM will do for PHARMA PRESCRITit

Benefits ACME-CRM SRF Direct & Indirect Sales Customer retention Sales efficiency and Effectiveness Average value per transaction New sales rep. performance

ACME

CRM

Costs Reduction Customer acquisition costs Order error reduction Reduced training cost Employee retention

ACME-CRM Marketing

Increase conversion rate Increased number of campaigns Increased average revenue per sale Increased revenue from improved new product/service development cycle reduction Increased retention rate for premium customers
Increase vision of trends Increase Customer behavior knowledge Increase knowledge of landscape & competition reaction capacity

Reduced campaign development costs Reduced campaign deployment costs Improve management of campaign profitability Reduced cost from migrating to web/email campaigns Reduced advertising cost
Reduced use ot IT tools Reduced timing of knowledge acquisition

ACME-CRM Analytics

ACME-CRM interface

ACME

CRM

Sales
Accounts Reports

CallCenter
Contacts Sales Targets

Marketing
Opportunities Incentives

My ACME-CRM
Quotes Territories Activities

Administration
Expenses Partners

Price Models

New

Edit

Cancel

Delete

Search

ACME-CRM empowerment & PHARMA PRESCRITit process flow

PHARMA PRESCRITit Sales-Direct View New Leads Partner Analysis Check Marketing Messages Use Sales Tools Generate Quote

ACME

CRM

Place Order

PHARMA PRESCRITit Sales-Indirect & Field Sales View New Leads Manage Agenda Check Marketing Messages Use Sales Tools Populate database

PHARMA PRESCRITit Marketing Campaign Planning Campaign Execution Campaign Analysis Segment Analysis Partner Analysis

PHARMA PRESCRITit Web Commerce-Partners Receive Promotion Browse Web Catalog Generate Quote Place Order

PHARMA PRESCRITit Web-Self Service Logon to Portal Access Self Service Site Browse FAQs Solve Problem Call for Help?

ACME-CRM Sales Force Automation

ACME

CRM

View New Leads

Check Marketing Messages

Use Sales Tools

Populate database

Analyze

Prospects && Territory assigned by manager a/o authomated Assignment Manager Imported data from 3rd Party database

Visibility on Marketing Campaigns

Quotes Orders Expenses Agenda Events

Product Recognition Product Acceptance Tactic data Medical Samples Marketing Issues

Tactic Plans Quarterly Plans Sale Targets Visits targets Event targets Business targets

Office tools

ACME-CRM Marketing
Campaign Execution Salesforce Messages

ACME

CRM

Campaign Planning Define Targets & Create Campaign

Personalized Web Offer

Personalized html eMail Partner Analysis Segment Analysis Campaign Analysis

DW Analiics

Web Product Catalog

ACME-CRM Analytics

ACME

CRM

Seamless end-user experience when generating, scheduling, viewing, and printing reports Reports are designed in ACME CRM Tools and/or MS Visual Studio Data extraction from CRM & ERP platforms Enables Partners and Customers with visibility privileges to view reports from a web browser

A pre-built data warehouse with ready to use reports and customization options
More than 150 types of reports classified in four categories: Sales and Territory, Products, Periods Direct and Indirect Sales & Quotes per Products, Salespersons Campaigns results per Channel, Recipients, Periods, Products Activities per Salesperson and Customers Export, Printing, eMailing functionality

Export, Printing, eMailing functionality

Different possibilities of presentation: Graphics, Pie chart, Tables

Different possibilities of presentation: Graphics, Pie chart, Tables

ACME

CRM

Thank you