How CRM Benefits Pharma

Integration with Industry Databases
Automated Processes
Expense Reporting
Activity Tracking
Customer Journey Tracking
Targeted Marketing
Data Augmentation
Mobile CRM

The Challenges of Pharma

Tracking Expenses

The Affordable Care Act puts in place strict guidelines on the amount of money a sales person can spend educating doctors and their staff on clinical solutions. CRM is a natural tool to document who you are meeting with, for how long, the purpose, and any expenses to confirm compliance.

Targeting New Customers

Many times, existing medicine can be used for multiple treatment options. This requires pharma reps to visit different specialties and speak to the benefits of their product for that specialty. CRM reveals the underlying data to help reps target each customer effectively, with messaging that resonates.

Restricted Access to Physicians & Staff

The time a doctor and their staff spends with a sales representative could be spent with a patient. Pharma reps must work within the doctor's limited time slots to meet and explain the benefits of their product. CRM can help coordinate visits and create trip routes to minimize travel time.

Determining Sales Effectiveness

After meeting with the physician, the measure of success is whether they will they prescribe your products. Integration with prescriber databases can determine if the visit changed the doctor's prescribing behaviors. This can help determine which sales approach is the most effective when working with the physician.

Creating New Channels to Physicians

Office visits are time consuming, and because of a doctor's schedule, can have a lot of wait time. There are new ways to connect to physicians that can be just as effective. CRM can track the best approach for working with a physician to increase the number of visits per day.

Tailoring Communication to Different Customer Needs

Depending on the physician’s specialty, Pharma reps must modify the messaging to meet the specific treatment needs. CRM can be used to coach reps on how to tailor the message for a specific specialty.

Clinical Training Requirements

Before physicians prescribe a drug they usually go through a process discussing dosage and conditions for treatment. This can sometimes take one or more visits. CRM can track the progress of training. It can provide access to FAQs that doctors might have after training and identify needs for future training.

Documenting Visits

All visits with a physician must be documented. Mobile CRM lets sales document a visit while the conversation is fresh in their mind.

Pharma Case Study

ReCept started looking for a new Customer Relationship Management (CRM) solution when management realized their current system was holding everyone back. The old system was not compatible with ReCept’s other programs, so sales representatives were doing double the work to track and maintain customer demographic information. Technology Advisors worked with ReCept to implement both Infor CRM and Xbar as a new CRM solution. As coworkers saw one another succeed, they wanted to adopt the new system themselves.

Read the Case Study

Pharma Industry Tech Trends

Take a look at these eight Pharma trends impacting the industry today and in the future.

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What Customers Say About Us

Technology Advisors immerse themselves into your project. They go beyond to understand your current systems and what you are trying to achieve. They have extensive knowledge and experience, which they bring to each project.
Montelle DuChane, Haynes International, Inc.
Technology Advisors has helped us to transform our data from one CRM to another without any interruption. They have helped us every step of the way to successfully integrate to fit our business needs.
Brianna Sibley, Burrus Seed
I have worked with TAI for over 15 yrs. with my past two organizations and look forward to continuing our relationship for many years to come. Working with TAI has proven to be a one stop shop for my organization from all phases of CRM support and technology review to quality and cost analysis and product review. This has ensured we have had the latest technology at a fair price for our organization with amazing support from TAI.
Linda Stanko, Recept Pharmacy
We have been working with Technology Advisors since 2013 and we will continue this great relationship. Their knowledge of CRM is second to none and together we are able to tackle many difficult software integrations to shape it to best fit our needs.
Jean-Paul Lupori, Captive Resources, LLC
One of the things that stood out from the start was the transparency and the helpfulness of being able to guide us along the paths that were the best for us. Technology Advisors always did their best to make sure that we are on the same page with all the new ideas and initiatives that we come up with.
Tim Ryan, Hershey's Ice Cream
Throughout the past 4 years, TAI has not only become an extension of our team, but a crucial asset. We truly appreciate their attention to detail & their ability to bring our out-of-the-box CRM needs to fruition.
Tara Cowling, AEM
We’ve been working with Technology Advisors for over 3 years. With their guidance, we’ve been able to innovate and create business processes that enable us to be more efficient with our time and money.
Dan Johnson, BASYS
We have partnered with Technology Advisors for the past six years and consider them an essential part of our team. From complicated migrations between CRMs to custom development to marketing automation support, they consistently deliver nothing short of the highest standard work product and remain caring and communicative throughout. We couldn't ask for more from TAI!
Tanja LeMotte, Corvus Holdings, LLC

A Few of Our Pharma Customers

onco360 logo
wisconsin pharmcal
cvs caremark
recept pharmacy