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Direct integration with ERP for pharmaceutical manufacturers

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Direct integration with ERP for pharmaceutical manufacturers

Challenge
o Multiple business process such as direct sales, Secondary Sales, Online Portal sales, New Product development, Contract manufacturing, Project Management etc
o Since there are multiple products and multiple territory to cater to, it always has been a challenge in terms to planning and forecasting product demand country wise, manage new product enquiry, competitor insight and competitor penetration
o Since Art Works, Inventory and Sample were managed in ERP it was difficult for sales team to know and request products
o Expense were submitted manually and took lot of time
o There was no clarity if the meetings happened with the customer, what was the discussion and outcome of meeting

Solution
o Salesforce was used to map following Process:
A: Primary & Secondary Sales Process
B: Product Development Request and Process
C: Contract Manufacturing
D: Project Management
E: Target Management & Expense Management
o Product family wise product owners were created and any opportunity when created and product selected will automatically add product owner the opportunity team
o Products goes through multiple stage journey internally and externally (manual) before being approved and sent for development.
o Distributor punched sales were tagged to respective account managers, who also could track post sales process as data got updated from ERP
o Implemented journey planner and check-in check-out

Results
o Manage direct/ secondary and online sales better and effectively
o Invoice and Payment milestones are now being triggered on time, ensuring on time payments being raised and invoices being followed upon
o Direct integration with ERP keeps sales team updated of order status, customer credit, inventory availability, product request status etc.
o Sales team are tracked for their activity performed on salesforce.
o Activities logged on time helping sales team approach an opportunity better
o Expense and claims are handled effectively
o All expense can be updated and attached from mobile device

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