Sales and Marketing Expertise
Customer Master and Field Alignment
- Created a single Customer Master data management and Field
Alignment system which was a first for a large
BioPharmaceutical company. Expanded capability to enable a 360
degree view of the customer at enterprise level, capturing all
interactions from Research to Sales, while meeting all
regulatory standards.
Customer Relationship Management and Sales Force Automation
- Selected and deployed a CRM solution to 500 field
sales people for initial release. Subsequent release expanded
to 1,200 field staff and implemented a standard selling
model. CRM Capability supported a five-fold increase in
company sales.
Competitive Intelligence
- Implementated a Global Competitive Intelligence
(CI) platform across Sales, Marketing, Licensing, Research and
Development at a large BioTechnology frim. Replaced the disparate processes and tools that
were previoulsy in place. The new capability enabled the firm to better
understand the CI landscape and modify business strategies.
- Implementated a USA focused Competitive Intelligence
(CI) collection system for a mid-size, Bay Area BioTech firm utilizing rapid development methodologies.
The system was oriented to gathering information at congresses and providing authorized access to selected users.
Sales Reporting and Business
Intelligence
- Implemented capability to automate the acquisition and
reporting of syndicated data from multiple third party
vendors resulting in significant cost savings to the company,
as many in house business units were duplicating the
expense.
- Deployed a single reporting platform that replaced multiple
legacy reporting tools. Prior to delivery, no single version
of the reporting truth existed. Resulting implementation won
the Computer World Best Practice Business Intelligence
Infrastructure award in 2005.
eCommerce
- Implemented brand and scientific product sites in
partnership with Global Marketing, Corporate Communications,
Brand teams and Medical Affairs to reach target external
audience. Sites helped educate and communicate with the
scientific audience and patients.
Mobile Workforce Capability
- Developed and deployed a home-office connectivity solution
for the Field Sales force, significantly improving performance
and cutting costs by over 50%.
