Closing the Loop between Analysis and Action

Posted on May 15, 2012 by admin

Interpreting data to align activity with the greatest opportunity

Accurate information is a platform from which strategies can be set and business decisions can be made. But that’s only possible when the data can be interpreted and put into action. Today’s most advanced enterprises are remaining competitive by acting before their competitors do. They are able to do so because of better insight gained from analytic applications and rich data sets. As a result, organizations are turning to business intelligence (BI) and analytics more than ever in their efforts to gain a competitive edge.

Customer Relationship Management (CRM) systems are an often overlooked when it comes to Business Intelligence. A traditional approach to architecting a BI system is the creation of a data warehouse comprised of third-party market data, other external data (ERP data for example) and call data from your CRM system. An inherent problem with this approach is the fact that CRM data can only be loaded periodically, resulting in an incomplete and outdated data set that is ultimately limiting.

By contrast, loading sales and market data into your CRM software yields a business intelligence system that is always comprehensive, timely, and most importantly actionable.

An element just as important as the integrity and location of data itself is the way in which the information can be represented and interpreted. That’s where the value of a great analytics tool can be realized. Analytics is not just a summary of large volumes of data. The best analytics solutions put actionable information in the hands of those who must take action – without a translator. Data presented through user-friendly dashboards, charts and tables enables non-technical users to easily explore, filter and drill into the detail where appropriate. When the analytics engine is built-in to the front end of a CRM software system, additional benefits are derived as CRM actions can be automatically set into motion.

Actionable analytics enable a continuous cycle of investigation, action and review. Most importantly, analytics help identify opportunities for optimization and improvement – whether it’s something as simple as sending out an email blast, or developing a complex sales strategy to penetrate a new market.

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Gedeon Richter Selects StayinFront TouchRx to Increase Efficiency of Sales Force

Posted on March 13, 2012 by admin

Multinational pharmaceutical company Gedeon Richter recently upgraded its mobility sales force efficiency by selecting to use StayinFront TouchRx™, the industry-leading mobile CRM solution. Gedeon Richter’s sales force will be using the Life Sciences CRM on Android™ tablets to capture, track and store key data at the point of sale.  

An existing client of StayinFront, Gedeon Richter had been using the StayinFront EdgeRx® CRM solution since 2010. Highly satisfied with this product, the company decided to extend its relationship with StayinFront by implementing StayinFront TouchRx to expand both its e-detailing and closed loop marketing across more field users.

Due to the quick deployment process, Gedeon Richter can expect rapid improvement in the effectiveness of its sale force. As the company’s products cover nearly 100 countries across five continents, sales reps will greatly benefit from having access to critical information from anywhere and at any time through Life Sciences CRM on Android tablets. Once deployed, the field force will be able to report calls, profile contacts or organizations and manage samples and sample requests via a single application.

More information about Gedeon Richter’s selection of StayinFront TouchRx can be accessed here.

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Australia’s Largest Family-Owned Wine Producer Chooses On-Demand StayinFront CRM

Posted on March 7, 2012 by admin

Casella Wines, maker of the renowned [yellow tail] label and the largest family-owned wine producer in Australia has recently selected StayinFront EdgeCG™, StayinFront’s on-demand Consumer Goods CRM solution, to optimize its sales and marketing operations for its extensive retails and wholesale network.

StayinFront was the vendor of choice for Casella Wines, due to the rapid deployment capability of its on-demand solutions that can be implemented with minimal disruption to the sales team. During the implementation phase, Casella will move its team from handheld devices to the rich user interface of Windows 7® tablet devices. The company will also benefit from StayinFront’s flexible analytics reporting that will assist the company in aligning its business strategy to performance requirements. Due to its highly effective information recording and analysis framework, the CRM will allow Casella’s sales force to develop better strategies and achieve heightened performance.

Casella Wines is one of the largest companies in Australia’s beverage sector. By implementing StayinFront EdgeCG, the organization can optimize its sales operations and give itself an edge in an extremely competitive market.

More information about Casella Wine’s selection of StayinFront EdgeCG can be found here.

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Grace Foods Selects StayinFront TouchCG Mobile CRM for Android Tablets

Posted on February 28, 2012 by admin

Grace Foods UK Ltd., one of the United Kingdom’s largest food companies, has chosen StayinFront TouchCG® as its mobile software platform in order to optimize field sales operations.  The company will implement StayinFront TouchCG mobile Sales Force Efficiency solution and CRM on Android devices across two of its business divisions.

As Grace Foods sought a way to develop a sustainable and more efficient sales force, the company was impressed with StayinFront’s ability to support its complex order entry processes right out of the box.  Although there was some tough competition, Grace Foods chose StayinFront due to the strengths of its reporting and analytics, as well as its solid reputation and experience working with major consumer goods brands.

The StayinFront TouchCG mobile platform will be used in the field and integrated with the back office to provide Grace Foods with a holistic view of its customer interactions and sales activities.  With StayinFront TouchCG deployed on Android tablets, sales reps will be able to work with more focus and efficiency in their targeting, selling and ordering activities.

More information about Grace Foods’ selection of StayinFront TouchCG can be accessed here.

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Why Your CRM Strategy Needs HTML5

Posted on January 31, 2012 by admin

Hypertext Markup Language (HTML) is the standard used for browser content.  HTML5 is a new and exciting extension to the HTML standard that will allow superior applications to be deployed inside browser technology.  It changes how software applications are developed and deployed and, in turn, can change the way sales reps do business in the field.  Applications created with HTML5 can be platform- and device-independent and, therefore, universally understood by most mobile devices.   As HTML5 applications provide enhanced mobile capabilities, HTML5 is an invaluable tool for any effective CRM strategy.

The Right Technology

As there is always some new or upgraded mobile device on the market, businesses often struggle to ensure their products work on each and every new release. With HTML5, however, the same application can be used across different platforms and devices, allowing companies to streamline their IT and business process activities. Forward-thinking CRM software vendors, like StayinFront, that embrace HTML5 can focus their development efforts on what matters most – the features and functionality that improve field team effectiveness.

Not all HTML5 applications are created equal. StayinFront went to great lengths to develop applications able to:

  • provide smartphone and tablet users with the experience they expect
  • install automatically, allowing for immediate use
  • store business-critical data offline, enabling teams to work in areas without internet connection.

HTML5 and CRM Strategy

As HTML5 applications can be quickly deployed in the field and upgraded without extra costs or IT involvement, sales teams can continue to do their jobs with minimal interruption. Moreover, companies utilizing HTML5 applications in their CRM strategy will be better prepared for future technological advances, since they won’t have to spend resources implementing additional applications as new mobile devices arrive on the market. As such, sales teams can benefit from maintaining a consistent CRM strategy, without having to manage change and disruption to keep up with technology. By embracing HTML5 applications today, companies can ensure their sales teams have the tools they need to be successful well into the future.

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StayinFront to Support New Sales Team at Vitaco

Posted on January 25, 2012 by admin

As StayinFront continues to set the benchmark for on-demand CRM solutions in the consumer goods industry, Australasian supplement and sports nutrition manufacturer, Vitaco, is the latest company to improve its field force effectiveness with StayinFront’s offerings. Vitaco has recently selected StayinFront EdgeCG™, StayinFront’s on-demand consumer goods CRM solution, for its new national sales team. The new team will use StayinFront EdgeCG on Windows® 7 tablets as they sell Vitaco’s products to Australian pharmacies while driving efficiencies and fostering relationships with their clients.

The key to Vitaco’s decision to deploy StayinFront EdgeCG was the product’s integrated analytics, KPIs and in-field dashboards that will allow the sales reps to sell more products and better manage their sales activities. With StayinFront’s innovative consumer goods on-demand solution, organizations like Vitaco can rapidly implement sophisticated CRM tools that enable them to compete in their marketplace with the highest levels of efficiency.

More information about Vitaco’s selection of StayinFront EdgeCG can be found here.

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Chelsea Therapeutics Selects StayinFront for New CRM Initiative

Posted on January 9, 2012 by admin

Chelsea Therapeutics, a leading biopharmaceutical development company, has selected to deploy StayinFront TouchRx™ on iPads across its new sales force. StayinFront TouchRx will allow Chelsea’s field teams, which include medical science liaisons, to effectively execute their sales activities both online and offline and receive valuable information at the point of sale.

With StayinFront TouchRx, Chelsea’s sales teams will be able to quickly and easily track and store key aspects of sales and marketing activity, including electronic signature capture and digital media presentations. In addition, the ‘single point of accountability’ services model provided by StayinFront ensures the full value of the system. 

While the sales teams will utilize StayinFront TouchRx, Chelsea’s management will use StayinFront EdgeRx™, StayinFront’s SaaS-based CRM and analytics solution, to monitor and manage field performance. This powerful application includes everything Chelsea needs to optimize sales efforts and attain critical insight into the performance of its sales teams.

John Cones, National Sales Director for Chelsea Therapeutics, said, “The technology in StayinFront’s mobile CRM platform leverages the devices that engage healthcare professionals. Their demonstrated ability to rapidly deploy systems that maximize efficiencies in the field as well as deliver actionable insight to management was key in the decision to partner with them.”

More information about Chelsea Therapeutics’ selection of StayinFront TouchRx can be accessed here.

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Four Steps toward Building a Sustainable Mobile CRM Strategy

Posted on December 20, 2011 by admin

As recently as 18 months ago, few people could have guessed just how quickly the iPad would gain traction in the business environment. Such advancements in mobile technology have underscored the fact that there is no single device upon which companies can confidently base a mobile CRM strategy. But all hope isn’t lost. It is still possible to build a viable long-term mobile CRM strategy for field teams to use. Follow these four steps, and you’ll be on your way to crafting a feasible and future-proof mobile CRM strategy:

1. Cover Your Bases. Since devices can have short life-cycles, you might not always be able to replenish devices that fail or purchase additional hardware for a growing field force. At the same time, you never know which product will emerge as the leader in the device battle. Stay above the fray by relying on applications that function on all major platforms and devices.

2. Put Business Needs First. It’s easy to be swayed by shiny and slick features, but the focus should be on the needs of the business. Make sure the features and functionality of your mobile CRM system truly optimize performance in the field.

3. Make it Easy. Corporate and enterprise software has always been more challenging and less intuitive than software aimed at consumers. Change the paradigm by deploying an easy-to-use CRM application compatible with your existing back-end systems.

4. Lower the Expense. Historically, mobility has come at a hefty price, but the new generation of smartphones and tablets greatly reduces those costs. At the same time, you’ll need to understand the full cost implications of any potential third-party service provider.

Although it’s impossible to predict the future, with a comprehensive and versatile CRM strategy in place, you won’t have to. By following the steps above, you can ensure your mobile CRM application will be adaptable for use on the range of mobile devices in use across your enterprise.

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Some Questions to Ask Your CRM Vendor

Posted on December 14, 2011 by admin

When developing a successful mobile CRM strategy, it’s important to select a CRM application with the functionalities to help you meet your business goals. As you review your options, ask your potential CRM vendor the following questions to make sure you choose the right application:

1.       Is the application device independent? You’ll want to select a CRM application that can be used for both smartphones and tablets. In other words, work with a vendor whose software automatically senses and adjusts for the size and resolution of the screen. This way, you won’t be locked into any one device.

2.      Does your system work across multiple platforms? The optimal CRM application should work across all major platforms and a variety of hardware. This lets you take advantage of competitive device pricing, improvements in capacity and the latest models and features at any time, without the costs of implementing a different mobile CRM solution.

3.      Is your solution zero install? To avoid delays due to missing components, conflicts with existing systems or significant IT involvement, look for a mobile CRM application that is zero install. With a zero install solution downloaded from a browser or app store, IT or support teams don’t ever have to touch or see the application or the device it’s on, allowing field teams to be up and running in a matter of minutes.

4.      Will my teams be able to work online and offline? Field reps inevitably spend a portion of the workday in an environment with limited network connectivity. A CRM system with the ability to capture information offline, store it securely and upload it when connectivity resumes is integral. Such functionality turns downtime into productive time, allowing field teams to track their activities anytime and anywhere.

5.      Is there seamless integration with existing systems? ERP applications, third-party data suppliers and even legacy CRM systems all have to exchange information securely and seamlessly with the mobile CRM solution.

6.      What is the full cost? Devices that run on iOS and Android™ are less costly than those running on laptops and other hardware. Still, there can be hidden costs, such as with CRM solutions requiring third-party service providers. You can avoid the complexity and associated expense of third-party service providers by partnering with a single vendor offering CRM and support services.

7.      What is the user experience? Users today have high expectations when it comes to smartphones and tablets. Slick, finger-friendly actions are an important component. Nothing will frustrate users more than uneven or jumpy responses.

Mobile CRM can greatly improve how your company does business. That’s why it’s so important to get it right from the beginning. By asking vendors the appropriate questions before you buy, you can be sure you’ll get the right mobile CRM solution for your organization.

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One CRM Application, Accessible from Multiple Devices

Posted on December 6, 2011 by admin

The excitement and user engagement created by mobile devices such as iPads are driving the convergence of field sales and marketing teams’ personal and professional lives. Those accustomed to using iPhones, iPads and Android smartphones are keen to use them to do their jobs as well. Yet, many organizations haven’t made the connection on how to capitalize on these mobility tools with the corresponding field force automation applications. 

What does this mean for pharma sales management? As employees want the same touch screens and easy-to-use tools, there’s a “Bring Your Own Devices” movement happening in the workplace. To make the most of this enthusiasm, CRM and field force automation solutions with an operating system that can be used across any device need to be an essential component. A single, device-independent point of access gives reps the ability to work with the same tools that they depend on daily, along with a user experience that will ensure maximum productivity. 

And, while the iPad has led the current revolution, it is not an open, full replacement solution. In comparison, the Android operating system is open but not yet fully mature. Future proof your selection of a field force solution by looking for a CRM application that has the flexibility to operate on a range of mobile devices.

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