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Genoo
Genoo
Genoo is a cloud-based marketing automation solution for small to mid-sized professional services, software and technology firms. The solution helps marketers in email marketing, lead management, lead scoring, microsite building a...Read more about Genoo
SysAid
SysAid
SysAid empowers organizations to deliver exceptional service – automagically. A comprehensive, next-gen ITSM platform, SysAid comes ready for action with generative AI baked into every element of service management, all wrapped up...Read more about SysAid
Oracle CRM On Demand
Oracle CRM On Demand
Oracle CRM On Demand is a cloud-based suite containing integrated, business applications that enable organizations to make decisions and manage costs of operations. The suite includes customer relationship management (CRM) solutio...Read more about Oracle CRM On Demand
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
NICE CXone
NICE CXone
Organizations around the world are striving to deliver the ultimate customer experience, strengthen brand value, and boost efficiency. NICE CXone empowers brands to achieve these objectives on one interaction-centric platform with...Read more about NICE CXone
Fision
Fision
Fision offers an integrated marketing automation and sales enablement solution to help distributed field sales and local marketers customize and distribute timely, relevant and multi-channel campaigns. Fision's distributed ma...Read more about Fision
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
Omniprise
Omniprise
Omniprise is an on-premise as well as cloud-based customer relationship management solution designed to provide companies a view of all customer interactions on a real-time basis. The solution is suitable for businesses of all siz...Read more about Omniprise
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
ServiceWise
ServiceWise
ServiceWise by TechExcel is a cloud-based IT Service Management(ITSM) solution that caters to businesses of all sizes and helps them to automate and streamline their IT services and help desk activities with configurable workflows...Read more about ServiceWise
Web+Center
Web+Center
Web+Center is a suite of open source, customizable help desk solutions for IT organizations in almost any industry. The web-based help desk application can be run on-site or in the cloud. With access to 100% of the source code, or...Read more about Web+Center
LogicBox
LogicBox
Logicbox is cloud-based business management software that is suitable for small to midsize companies in a variety of industries. It offers a suite of business management modules and functions that can be configured to incorpo...Read more about LogicBox
Help Scout
Help Scout
Help Scout is a dedicated customer support platform built for growing teams to deliver best-in-class customer service. When you sign up you get access to an entire suite of tools, all optimized specifically for customer support. ...Read more about Help Scout
Five9
Five9
Five9 is an all-in-one cloud contact center solution for inbound, outbound, blended and omnichannel contact centers world-wide. Powered by Practical AI, Five9 enables agents to provide customer experiences across phone, emai...Read more about Five9
Soffront CRM
Soffront CRM
Soffront has been the leader in on-premise CRM serving hundreds of Fortune 500 companies over the last 30+ years. Soffront can be installed in your network, in private and public clouds. Using Soffront API you can integrate with ...Read more about Soffront CRM
InfoFlo
InfoFlo
InfoFlo is an integrated CRM solution that can be accessed online or installed on-premise. The system provides contact management, computer telephony integration, marketing and sales automation, and customer support. Users also ha...Read more about InfoFlo
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
Insightly
Insightly
Insightly is the modern, affordable CRM that teams love. It’s easy to use, simple to customize, and scales with companies as they grow, solving common pain points that legacy CRMs can't. Insightly helps teams build and convert sal...Read more about Insightly
Contivio Contact Center
Contivio Contact Center
Contivio Contact Center is a cloud-based contact center management (CRM) solution for small and large businesses. The solution helps sales teams, marketing groups and service operations to manage customer service and sales. Key fe...Read more about Contivio Contact Center
AVOXI
AVOXI
AVOXI Genius is a cloud-based call center solution that helps small to large enterprises streamline customer service operations and manage business communications. It comes with a centralized dashboard, which enables users to trac...Read more about AVOXI
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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?