1. Improve Field Teams Efficiency through Integrated Solutions
The UK affiliate of a large pharmaceutical company spends at least €30,000 a year to outsource manual processes such as uploading territory data to different bespoke solutions. This figure can go up to millions considering all affiliates and the complexity of their global IT landscape.
This manual upload process can be time-consuming, amounting to around 12 hours of outsourced work per month. During this time, customer teams do not have access to the latest information in their CRM.
The company recognized that outsourcing manual processes served as a temporary fix to their disjointed technology solution. By investing in a CRM-integrated territory alignment solution, they enabled a more agile and cost-effective field force. Additional benefits include:
- 92% savings reinvested from managed services into more crucial field force activities
- Minimized manual hand-offs and errors, and reduced 10x process steps
- Pushed territory updates to the field force giving reps access to up-to-date information
- Established best practices for other affiliates, to roll out in other markets
With fewer, more integrated solutions, you can avoid unnecessary costs, reduce the administrative burden for your field force, and improve the quality of HCP interactions.
2. Increase Rep Productivity
Field teams spend 17% of their time on administrative and reporting tasks, mostly on manual processes such as territory alignments. Ideally, time spent on these tasks should be 10% or less, so they can focus on customer-facing interactions and opportunities.1
A European affiliate of a pharmaceutical company with around 124 employees spends four days per quarter, adjusting their territories with their reps. This time away from the field represents nearly €800,000 of potential revenue loss.
Allowing reps to provide territory feedback directly on their mobile devices helps them spend less time on administrative activities and focus more on value-add interactions. Area sales managers also get real-time access and precise visibility on territory information.
With a CRM-integrated territory alignment solution, this European affiliate can:
- Focus on opportunities, and spend less time on administrative processes
- Improve field force mobility with territory feedback directly on their mobile devices
- Help commercial teams make better data-driven decisions with complete visibility into their territories
For small pharmaceutical companies with only one commercialized product, time is the most critical resource. CRM-integrated territory alignments allow your reps to have more time to do what they were hired for – planning and engaging with HCPs.
3. Build an Agile and Dynamic Field Force
Most Major Pharma Executives Do Not Have Confidence in Their Current Operating Models
- 80% agree that advanced operating models are an enabler of strategic growth
- 25% believe that their company’s operating model can support growth
- 10% are confident that they can rapidly respond to changing market conditions
Only 10% of pharma executives have strong confidence that their current operating models can support future changes. However, 80% of them realize that having agile operating models is key to fuel growth and remain competitive.1
On average, pharma companies adjust territories every six weeks. In between these adjustments, territory information remains outdated. Consequently, commercial teams cannot create accurate cycle plans for the field force to execute and adapt their go-to-market strategies to real-time changes in the market.
Using a territory alignments solution, natively integrated with your CRM, you can have:
- Access to current territory information, with unlimited territory assignment rules and rep territory feedback directly on their mobile devices
- Faster and more accurate cycle plans
- Fewer days spent on administrative processes, and more time engaging with customers
Connecting your commercial operations processes to your CRM helps you gain efficiencies and have a more dynamic approach towards your customer engagement strategy to better support growth and future-proof your organization.
About Veeva Vault CRM Align
Align modernizes the territory alignments process by reducing the administrative burden of alignments, accurately allocating resources to support customer engagement, and enhancing the rep experience.
About Multichannel Veeva Vault CRM & Align
The seamless integration between Vault CRM and Align allows commercial teams to operate in a more agile and dynamic way. Field teams can create alignments in days instead of weeks, target the right customers with the most effective channels, and provide rep feedback directly from CRM.
Get in touch
For more information,visit veeva.com/eu/products/align
866-417-3024
veeva.com/contact-us
1 Source: Align Territory Alignments Survey