Indian Pharmaceutical enterprises have made rapid growth in the last 10 years. Today 70% of the market share is commanded by 250 companies, out of the total 10,000+ enterprises in the business of API, formulations, generics, bulk drugs etc. Indian MNC’s have won several accolades from Global companies for drug innovation, new molecular formulas and meeting the world’s most stringent regulatory authority, USFDA norms. They had entered into strategic partnerships with Global entities, which resulted in expanding its footprints in developed and emerging markets. After all, USA accounts for 30 per cent of India’s pharmaceutical exports of $ 3 billion, this is growing at 18-20 per cent per annum.”

1. Salesforce CRM empowering sales reps in Pharmaceutical Enterprises
Indian Pharmaceutical enterprises have made rapid growth in the last 10 years. Today
70% of the market share is commanded by 250 companies, out of the total 10,000+
enterprises in the business of API, formulations, generics, bulk drugs etc. Indian MNC’s have
won several accolades from Global companies for drug innovation, new molecular formulas
and meeting the world’s most stringent regulatory authority, USFDA norms. They had
entered into strategic partnerships with Global entities, which resulted in expanding its
footprints in developed and emerging markets. After all, USA accounts for 30 per cent of
India’s pharmaceutical exports of $ 3 billion, this is growing at 18-20 per cent per annum.”
Today, they stand at crossroads facing a new set of challenges like Government regulations,
price control and demand to innovate new drugs to meet doctor/ patient expectations. Sales
and marketing are the blood line of any size of pharmaceutical enterprises; sales leaders
are facing mounting pressure to improve sales, win new deals and stay ahead of the
competition. In the entire eco-system customer relationship management plays a vital role
to accelerate Production, drug innovation and operations.
To put behind the age old approach to sales and marketing automation, Salesforce CRM is
reengineering sales process automation in the Cloud for numerous pharmaceutical
enterprises. For few CIO’s, this is the first swab with a Cloud computing model to achieve
tactical customer relationship management objectives. Sales reps play an important role in
the sales lifecycle and tracking their each activity will determine future decision making.
What happens to the data related to no of field visits, meeting notes and sampling stocks?
In the present day sales reps carry a mobile version of Salesforce CRM to maintain data
integrity, updating on the move, track all the meeting notes, sampling data and much more.
At the higher level of the sales pyramid unifying sales data, tracking region specific sales
and visibility was still a challenge with the entire army of sales reps generating tons of sales
data on a daily basis. Salesforce’s Cloud CRM unifies region specific sales units across the
continents, end to end sales tracking and sales funnel analysis. Enterprises are experiencing
the power of Cloud CRM, marking the end of the age old methods for sales reps.
Salesforce CRM not only re-engineering sales process automation but redefined the way
customers are tracked on social platforms, collaboration within and outside an enterprise
and integration with several applications. Enhanced sales, improved profits, winning more
deals improves market and brand share of branded drugs. Just think of 1970 Ferrari 365
GTB and the latest Ferrari F12 Berlinetta, which one do you prefer? You always needed a car
that takes off 0-100 Km/hr in 3.2 sec on F1 track; similarly you need the speed and
nimbleness in sales automation to win the race.