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Salesforce Sales Cloud
Salesforce Sales Cloud
Grow your revenue and profits with intelligent sales automation with Sales Cloud. Help every rep be more efficient. Close more deals. Collect cash faster. Boost growth and profit with intelligent automation and integrated tools fr...Read more about Salesforce Sales Cloud
FreeAgent CRM
FreeAgent CRM
FreeAgent CRM is a fully-featured CRM that helps your team get organized, gain visibility into day-to-day work, and get more done with a powerful, easy-to-use sales platform your sales team will actually love. Work smarter and f...Read more about FreeAgent CRM
Claritysoft CRM
Claritysoft CRM
Claritysoft is a cloud-based customer relationship management (CRM) solution designed for midsize and large enterprise businesses. It offers sales automation, customer service and support, marketing automation and social CRM withi...Read more about Claritysoft CRM
Maximizer CRM
Maximizer CRM
Maximizer CRM is a powerful solution specifically designed for sales. We understand the unique challenges faced by sales managers and sales teams. That's why we provide a game-changing alternative to complex CRM solutions and cumb...Read more about Maximizer CRM
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SugarCRM
SugarCRM
SugarCRM is a Customer Relationship Management (CRM) platform, expertly crafted to enhance interactions with prospects and customers while accelerating sales success. Renowned for its cost-effectiveness, this potent solution enabl...Read more about SugarCRM
monday sales CRM
monday sales CRM
Built on top of monday.com Work OS, monday sales CRM is a no-code, customizable solution that empowers managers and sales teams to take control of their entire sales cycle - from lead capturing and sales pipeline management to pos...Read more about monday sales CRM
Workbooks
Workbooks
Workbooks offers growing companies a SaaS platform to run their business and engage with their customers – at an affordable price. Workbooks designs, develops and implements its own software, which is targeted specifically at mid-...Read more about Workbooks
Issuetrak
Issuetrak
Issuetrak is a flexible issue tracking software solution that can be configured to suit the needs of a variety of industries and usages, including IT Help Desk, Customer Support, Project Management, and more. Issuetrak can be dep...Read more about Issuetrak
Creatio CRM
Creatio CRM
Creatio is a global vendor of a no-code platform to automate workflows and CRM with a maximum degree of freedom. Creatio offering includes a no-code platform (Studio Creatio), CRM applications (Marketing, Sales and Service), indus...Read more about Creatio CRM
Quickbase
Quickbase
Quickbase is a no-code collaborative work management platform that empowers citizen developers to improve operations through real-time insights and automations across complex processes and disparate systems. Here's why Quickbase i...Read more about Quickbase
Mailchimp
Mailchimp
Mailchimp is a web-based marketing automation service with millions of users worldwide. The application allows users to share newsletters on various social networks and track customer engagements. The application provides tools to...Read more about Mailchimp
Zoho CRM
Zoho CRM
Zoho CRM is a cloud-based business management platform that caters to businesses of all sizes. It offers sales and marketing automation tools with helpdesk, analytics and customer support functions. Zoho CRM helps users respo...Read more about Zoho CRM
Dynamics 365
Dynamics 365
Microsoft Dynamics 365 is a cloud-based CRM ecosystem for small, medium and enterprise organizations, with a focus on Sales, Field Service, Customer Service complete with strong integrations with Microsoft’s other Office 365 offer...Read more about Dynamics 365
HubSpot CRM
HubSpot CRM
With its cloud-based, customer relationship management (CRM) platform, HubSpot CRM helps companies of all sizes track and nurture leads and analyze business metrics. HubSpot is suitable for any B2B or B2C business in a variety of ...Read more about HubSpot CRM
Pipedrive
Pipedrive
Pipedrive is a web-based Sales CRM and pipeline management solution that enables businesses to plan their sales activities and monitor deals. Built using activity-based selling methodology, Pipedrive streamlines every action invol...Read more about Pipedrive
Zoho Desk
Zoho Desk
Zoho Desk is a cloud-based help desk solution from Zoho Corporation, catering to businesses of all sizes. Key features include management of customer support tickets, a customer support portal, contract management and report creat...Read more about Zoho Desk
LiveAgent
LiveAgent
LiveAgent is an online Help Desk solution for e-commerce businesses at the small and midsize levels. The platform offers live chat application, ticket management, online self-service portals, and change and license management, all...Read more about LiveAgent
NetSuite
NetSuite
With an integrated system that includes ERP, financials, commerce, inventory management, HR, PSA, supply chain management, CRM and more – NetSuite enables fast-growing businesses across all industries to work more effectively by a...Read more about NetSuite
Keap
Keap
Keap (formerly Infusionsoft) is a cloud-based sales and marketing solution that offers customer relationship management (CRM), marketing automation, and e-commerce functionalities in one suite. Keap helps small businesses across v...Read more about Keap
Intercom
Intercom
Intercom is the only complete Customer Service solution that provides a seamless customer experience across automation and human support, delivering increased customer satisfaction while reducing costs. We're building a future whe...Read more about Intercom
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Buyers Guide
Last Updated: March 16, 2023Pharmaceutical customer relationship management (CRM) is a way for the pharmaceutical industry to provide better and more reliable support for its customers and clients. Software can help with that process, as well as help you to face the unique industry-specific challenges of pharmaceutical CRM, such as inventorying your samples, keeping track of new laws and regulations and maintaining positive long term relationships with care providers.
On this page, we’ll provide you with a guide to pharmaceutical CRM software that will help you decide between the various systems out there.
Here's what we'll cover:
What Is Pharmaceutical CRM Software?
Common Features of CRM Software
Common Features of Pharmaceutical CRM Software
Evaluating Pharmaceutical CRM Software
What Is Pharmaceutical CRM Software?
Pharmaceutical CRM software helps pharmaceutical companies execute sales campaigns, while also adhering to industry compliance requirements. Given the challenge of getting in front of doctors and the intense competition within the pharmaceutical industry, sales reps need to be as efficient and on-target as possible. Pharmaceutical companies are responding by turning to CRM software as a means of gaining sales and marketing efficiency, as well as improving industry compliance to enhance credibility with physicians.
Common Features of CRM Software
Using CRM software, businesses become better at organizing and managing relationships with their customers. The software allows for a consolidation of contact information into one location that multiple users across the company can easily access. Some systems will also help to create specific automated processes and generate reports and analytics that can be used to judge performance and productivity.
CRM software allows businesses to better organize and manage relationships with their customers and clients by consolidating contact information into one location accessible by stakeholders across the company. Some software will allow for certain processes to be automated, and for management to monitor performance and productivity, both across the board and for individual employees.
Although different systems will have different features, most CRM software suites will include the following four core functions:
Contact management. The central purpose of most CRM software is to store customer and client contact information in a searchable database accessible by multiple users across the company. Some systems will also provide access to contracts, sales proposals and other important documents.
Interaction tracking. In addition to just managing your contacts, most CRM programs can track interactions with clients, whether those conversations are on the phone, in person, or via chat, email or other online channels. Some of these interactions need to be logged manually by the sales team member or other employee who was involved in the conversation, but some can be automatically tracked through phone/email integration. Modern CRM systems will increasingly track social media interactions, as well, on Facebook, Twitter, LinkedIn etc.
Reporting and analytics. A robust CRM system can create reports and generate analytics based on a specific set of logged-in activities, such as the number of contacts created or the amount of revenue generated. These reports can help you to not only track performance and productivity amongst your sales team, but also predict your next-quarter pipeline, ROI and other important financial figures.
Workflow automation. By combining your calendar with various task lists, alerts and templates, workflow automation helps to standardize business processes. For example, you can create a predetermined sequence of tasks that need to be completed. When one task is marked as completed, the next one in the sequence is automatically assigned. You can also set up your system to create automated reminders for follow-ups and alerts for events that need to be taken care of personally/manually.
Common Features of Pharmaceutical CRM Software
CRM software is designed to manage relationships between sales and marketing professionals and their customers. This is true in pharmaceuticals, too, where the sales people are the reps and the customers are physicians. Look out for these features when considering pharmaceutical CRM software.
Medical representative management | Manage medical representative office visits based on factors like route convenience and physician specialty. They can also track visits based on medication, representative and region, leveraging that information to enhance and focus future marketing efforts. |
Marketing campaign management | Sales reps should be able to execute marketing campaigns both in-office and virtually. With CRM for pharmaceutical sales, the rep can access organized product and physician information to create targeted email messages and effective presentations. The software may also have capabilities for creating segmented calling lists to execute phone campaigns more efficiently. |
Sample tracking | A more advanced feature, sample tracking helps reps manage their drug sample inventory and track drug prescription preference among physicians. |
Regulatory compliance | Since failure to comply with industry regulations can cost millions of dollars, pharmaceutical CRM software should have embedded compliance modules that allow organizations to carry out sales, marketing and service activities while remaining within the bounds of the Food and Drug Administration (FDA) regulations. |
Mobile device support | If you’re making a lot of in-person visits, support for mobile devices will be incredibly valuable to you, but due to the complexity of the pharmaceutical industry, the technology has only recently been developed. Vendors are beginning to release mobile applications with specific tools for drug sales reps, such as digital signature capture, barcode recognition and sample tracking. |
Evaluating Pharmaceutical CRM Software
Regulatory compliance support is a must for any pharmaceutical CRM solution, as well as the ability to manage physician contacts and marketing efforts. For an additional level of support, consider adding the sample tracking feature to track your inventory, and if you’re highly mobile then make sure the software connects to your mobile device.
Consider the following questions when evaluating pharmaceutical CRM software:
Does the software integrate seamlessly with back-end operations such as accounting, billing and ERP?
Does the software have embedded compliance modules to keep your organization in line with industry regulations?
Can the software support the scale and size of your organization (i.e. suppliers, representatives, accounts, etc.)?
Does your organization require a software solution with mobile capabilities for your reps in the field?
Does the vendor offer multiple vertical market CRM solutions, or do they specialize in pharmaceuticals?
Who in your company will need to have access to the software?
What processes would you like to have automated by a CRM system?
What kind of license do you want for your software—perpetual (one upfront fee) or subscription?
How do you want your software deployed to you—cloud-based or on-premise?