Main Subject - Business

CRM is the fastest growing category of enterprise applications with worldwide revenues expected to reach $67 billion in 2004 (Meta Group). By automating and integrating a host of customer-related processes, vendors of high end CRM suites promise enterprises the ability to

According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product

increase revenues, streamline processes, and reduce costs. While high end CRM vendors brag about the virtues of their solutions they neglect to discuss less appealing characteristics:

Excessive license and implementation costs
Endless implementation timelines
Te

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

hnologically complex deployment
Organizational upheaval
Poor adoption rates
Weak links in solution set
Elusive ROI

Any one of these factors would be enough to trigger second thoughts about investing in a million dollar CRM suite. Taken together the

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

cry out for an alternative. Online sales management is a particularly strong one, offering many benefits of CRM in a small fraction of the time and expense----and none of the chaos.

How to Achieve Results

Companies want increased revenue, streamlined processes, and redu

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

ed internal costs for real top-line and bottom line impact. But a big bang implementation of a full suite CRM suite is hardly the only way or even the best way to achieve these results.

Online sales management is holds many virtues for those seeking benefits of customer r

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

lationship management without putting their companies through a traumatic paradigm shift.

1. Low Cost

Online sales management is available at a small fraction of the cost of a full-fledged CRM project. Because the service is browser based, there is no software to install

ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc

or maintain at the client site. Deployable in a matter of weeks, online sales management causes minimal disruption of work. Fully outsourced, the solution frees up IT staff with no need for support staff. At the same time, the solution provider’s ability to amortize costs

easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi

cross its entire customer base results in a cost-effective sales management solution.

Built to support commonly accepted sales methods, the solution can be simple and intuitive to use with minimal training time and expense. Total cost of ownership is limited to small subs

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

ription fees that are easily recouped many times over by real gains in sales productivity.

2. Saved Time

With none of the extensive planning, installation, customization, and training requirements of a high end CRM system, an online sales management solution can be up an

and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ

running in as little as fifteen days. Rather than waiting until the end of the year for productivity to improve, the company sees higher revenues almost immediately. An online sales management customer can see more than a 15% increase in revenues that compounds in perpetu

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

ty.

3. Technologically straightforward deployment

Online sales management keeps it simple. Deployed as a stand alone solution, the system can begin to deliver ROI immediately, while allowing for an evolutionary phased-in integration process that minimizes risk and comple

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

xity. Rich interoperability standards such as XML, and a powerful strategy to create web services, enable on-line sales management to leverage the latest Internet trends and technologies for simple yet powerful integration with existing corporate systems- both best of bree

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

and custom built.

4. Organizational simplicity

As a self contained sales department initiative, online sales management keeps the number of cooks in the kitchen to a minimum. The service can be designed to support existing sales resources and processed for a much smooth

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

r transition; coordination with other groups is streamlined by simple best practices guidelines.

5. Enthusiastic user adoption

Salespeople can be the toughest software customers around, reluctant to change the practices that have brought success in the past unless they c

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

n see immediate benefits in a new way of doing business. Online sales management is designed with salespeople in mind, giving them simple, intuitive functionality for automatic lead delivery and management, calendaring, channel communication, partner coordination, and othe

t?

As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel

sales oriented functions that will improve their sales productivity from day one. By inviting rapid and enthusiastic adoption, online sales management ensures that companies get the results they are looking for.

6. A targeted, best-of-breed solution

Online sales managem

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

nt does one thing, and it does it well: improve sales productivity. The sales department is the first priority. At the same time simple integration based on open standards enables companies to link the solution to other applications to form a truly best-of-breed solution s

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

t.

7. Proven ROI

Calculating the return on an online sales management solution is simple. With organization costs minimized, the size of the investment is little more than the service fees-typically $20,000 for a 20- seat subscription. The payoff is simple to see. Giga I

.

As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de

formation Group reports that companies deploying SFA can expect, on average, a 15% increase in sales. For a $100,000,000 company that deploys an online sales management solution in 15 days, this amounts to approximately $14,000,000 in additional revenue the first year alon

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

, for a return on investment ranging from 14500% to more than 30000%. Give the small costs and high returns involved the investment decision is easy.

Online sales management provides a fast, low-risk alternative that will have you counting your ROI and a lot more business

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

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