Case Studies Merz Ramps up Sales Productivity with Veeva iRep, an Equivalent Savings of Over $400k/Year

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	Merz Ramps up Sales Productivity with Veeva iRep, an Equivalent Savings of Over $400k/Year

Merz Ramps up Sales Productivity with Veeva iRep, an Equivalent Savings of Over $400k/Year

Technology Category	Functional Applications - Enterprise Resource Planning Systems (ERP)
Applicable Industries	Healthcare & Hospitals Pharmaceuticals
Applicable Functions	Sales & Marketing
Services	Cloud Planning, Design & Implementation Services System Integration
Challenge	Merz North America, a specialty healthcare company, was struggling with an outdated customer relationship management (CRM) system that was expensive to maintain and difficult to upgrade. The system was slow, unreliable, and caused the sales force to waste time and valuable opportunities with physicians. As the contract for the old system was expiring, Merz management decided to look for a new solution that offered world-class performance and reliability, modern functionality, and the flexibility to make changes quickly and inexpensively. They wanted a tool that would put their sales force at the forefront of the technology race. Read More
About Customer	Merz North America is a specialty healthcare company that develops and commercializes innovative treatment solutions in aesthetics, dermatology, and neurology in the U.S. and Canada. For over 100 years, the development of Merz’s products has been based on a commitment to providing innovative medical approaches that earn the trust of patients, physicians, and partners worldwide. Globally, the companies of Merz Pharma Group are focused on medications for treating neurological and psychiatric illnesses, and they have assumed a leading role in the field of Alzheimer’s disease research. Founded in 1908, Merz Pharma Group is a privately-owned company headquartered in Frankfurt, Germany. Read More
Solution	Merz evaluated seven CRM systems and ultimately chose Veeva CRM with iRep, a single application for CRM and closed-loop marketing designed specifically for the Apple iPad. Veeva CRM offered the specific life sciences functionality Merz wanted, backed by robust technology. The system satisfied Merz's key requirements: one solution for all selling teams, CLM integrated with the CRM system, flexibility to grow within the same system by simply 'turning on' new functionality as needed, and the ability to make changes to the system quickly and in-house. The implementation process took less than 12 weeks from project kick-off for over 75 Merz users to go live on Veeva CRM and iRep. Read More Log in to view content
Contents

Technology Category

Functional Applications - Enterprise Resource Planning Systems (ERP)

Applicable Industries

Healthcare & Hospitals

Pharmaceuticals

Applicable Functions

Sales & Marketing

Services

Cloud Planning, Design & Implementation Services

System Integration

Challenge

Merz North America, a specialty healthcare company, was struggling with an outdated customer relationship management (CRM) system that was expensive to maintain and difficult to upgrade. The system was slow, unreliable, and caused the sales force to waste time and valuable opportunities with physicians. As the contract for the old system was expiring, Merz management decided to look for a new solution that offered world-class performance and reliability, modern functionality, and the flexibility to make changes quickly and inexpensively. They wanted a tool that would put their sales force at the forefront of the technology race.

About Customer

Merz North America is a specialty healthcare company that develops and commercializes innovative treatment solutions in aesthetics, dermatology, and neurology in the U.S. and Canada. For over 100 years, the development of Merz’s products has been based on a commitment to providing innovative medical approaches that earn the trust of patients, physicians, and partners worldwide. Globally, the companies of Merz Pharma Group are focused on medications for treating neurological and psychiatric illnesses, and they have assumed a leading role in the field of Alzheimer’s disease research. Founded in 1908, Merz Pharma Group is a privately-owned company headquartered in Frankfurt, Germany.

Solution

Merz evaluated seven CRM systems and ultimately chose Veeva CRM with iRep, a single application for CRM and closed-loop marketing designed specifically for the Apple iPad. Veeva CRM offered the specific life sciences functionality Merz wanted, backed by robust technology. The system satisfied Merz's key requirements: one solution for all selling teams, CLM integrated with the CRM system, flexibility to grow within the same system by simply 'turning on' new functionality as needed, and the ability to make changes to the system quickly and in-house. The implementation process took less than 12 weeks from project kick-off for over 75 Merz users to go live on Veeva CRM and iRep.

Impact #1	Veeva CRM has enabled sales reps to spend 2/3 less time on field tasks such as call recording.
Impact #2	The new system is so easy to use that Merz no longer requires an external help desk to field rep calls.
Impact #3	92% of Merz reps report improved customer interactions using Veeva CRM and iRep.

Impact #1

Veeva CRM has enabled sales reps to spend 2/3 less time on field tasks such as call recording.

Impact #2

The new system is so easy to use that Merz no longer requires an external help desk to field rep calls.

Impact #3

92% of Merz reps report improved customer interactions using Veeva CRM and iRep.

Benefit #1	Veeva CRM has translated to over $400,000 in increased efficiencies for Merz.
Benefit #2	There is less than a single help desk call a day, an estimated cost savings per year of $50,000.
Benefit #3	100% user satisfaction at Merz with Veeva CRM and iRep.

Benefit #1

Veeva CRM has translated to over $400,000 in increased efficiencies for Merz.

Benefit #2

There is less than a single help desk call a day, an estimated cost savings per year of $50,000.

Benefit #3

100% user satisfaction at Merz with Veeva CRM and iRep.

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Overview

Merz Ramps up Sales Productivity with Veeva iRep, an Equivalent Savings of Over $400k/Year

Operational Impact

Quantitative Benefit