Case Studies Ferrer Pharmaceuticals Gains Better Customer Insight with Veeva CRM

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	Ferrer Pharmaceuticals Gains Better Customer Insight with Veeva CRM

Ferrer Pharmaceuticals Gains Better Customer Insight with Veeva CRM

Technology Category	Functional Applications - Enterprise Resource Planning Systems (ERP)
Applicable Industries	Pharmaceuticals
Applicable Functions	Sales & Marketing
Services	Cloud Planning, Design & Implementation Services
Challenge	Ferrer had been using a home-grown sales force automation system for years but recently started feeling the pains of outdated technology.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. Read More
About Customer	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. Read More
Solution	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. Read More Log in to view content
Contents

Technology Category

Functional Applications - Enterprise Resource Planning Systems (ERP)

Applicable Industries

Pharmaceuticals

Applicable Functions

Sales & Marketing

Services

Cloud Planning, Design & Implementation Services

Challenge

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.

About Customer

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.

Solution

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.

Impact #1	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.
Impact #2	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.

Impact #1

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.

Impact #2

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.

Benefit #1	Ferrer had deployed Veeva CRM to its full 600-rep sales force.
Benefit #2	The company is able to process more than 200 orders a day.

Benefit #1

Ferrer had deployed Veeva CRM to its full 600-rep sales force.

Benefit #2

The company is able to process more than 200 orders a day.

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Overview

Ferrer Pharmaceuticals Gains Better Customer Insight with Veeva CRM

Operational Impact

Quantitative Benefit