In 2016 MundiPharma selected Veeva CRM for their Swedish operation. The flexibility of the system, easy access to data and intuitive user interface, were primary drivers for choosing Veeva CRM. Nowadays Veeva is used and supported in multiple MundiPharma companies spread in Europe.
The challenge
With new products entering the market in ´18-´20, MundiPharma Sweden needed to realign their resources. Investments needed to be balanced to make sure the new products got to the market effectively. While making sure the profits on existing products stayed maximized.
Veeva CRM and iRep, were just those tools to accommodate these objectives. Making everyday life of the Sales Reps easier, without jeopardizing good management reporting. Both existing and new products would then get the attention they need.
ProMeasure Consulting – Veeva Partner and Salesforce.com App Partner – was chosen to assist with the implementation.
“With Veeva CRM and Field Days Admin, our reporting has improved in quality while saving a lot of time on data entry for our Sales Team.”
Christian Dentler, Sales Manager, Mundipharma Sweden
After the successful roll-out of Veeva CRM, ProMeasure Consulting and MundiPharma looked at ways to reduce time spent on administrative tasks.
Because Time off Territory (TOT) is an important data source for different KPIs, TOT became a focus point here.
As an example, semi-automating TOT registration will increase accuracy significantly for a KPI such as ‘calls per field day’.
ProMeasure Consulting had identified the challenge before and developed the Field Days Admin tool. Enabling the registration of public holidays and company specific days for all users in one go.
“Our objective is to help our Reps focus on customer interactions, delivering high-quality information and support to our customers. Therefore, we are happy that our Reps no longer have to spend time recording TOT for internal meetings, public holidays and longer leaves of absence like paternity leave. This process is now managed centrally via Field Days Admin”
Carl-Johan Fredin, Head of Sales & Marketing, Mundipharma Sweden
The solution
MundiPharma decided for an implementation of the Field Days Admin app, available in Salesforce AppExchange.
The app is specifically developed for Veeva CRM, providing bulk actions as well as web service capability to populate Time Off Territory records.
To illustrate; days on which the office is closed, such as national holidays (provided in the app by default) can be assigned to all users in one go. In addition to this, company specific events can also be created. With a few simple steps, a sales meeting or conference can be created and assigned to all attendees. The Reps do not have to register anything other than private time spent off.
The implementation
Installing an app from the AppExchange is like installing an app on a phone. The same goes for Field Days Admin. Once the app is installed, a simple permission set needs to be enabled and assigned to the users who should have access to the Admin tool.
Public holidays, company specific TOT like sales meetings, but also individual leave exceeding the standard 5 days, can be created from an intuitive menu.
“Training sessions were done via Skype and only took 30 min”
Anna Vahlne Lind, Sales Coordinator, Mundipharma Sweden
Results
These charts show TOT data on national holidays. The left chart shows 82% was supposedly at work on a national holiday.
It is apparent, that TOT data used in reporting becomes significantly more accurate. Taking Scandinavia as an example, with 10 to 11 public holidays in 2018, the previously mentioned ‘calls per field day’ report will undoubtedly show very different numbers.
MundiPharma Sweden took a focused approach and decided to work on data quality. By the implemenation of a service that did not take time or resources from the sales team, a big step was made.
The implementation and adoption of Field Days Admin has since then resulted in more time to focus on what matters. Now Sales Reps can easily access data and register calls. While cycle plans give both the Reps and management a good overview and quick progress status.
With ongoing refinements and the addition of FieldsDaysAdmin the system has been tailored to the company’s needs. In a relatively short time, Mundipharma embraced Veeva CRM.
About MundiPharma
MundiPharma is a pharmaceutical company and global leader in pain medication. With a significant and growing presence in three other core therapeutic areas of respiratory, oncology and biosimilars. MundiPharma was established in 1952 by two physicians in the US, but has on this day locations in over 120 countries and 8,600 employees.
About Field Days Admin
Field Days Admin is a digital tool, consisting of a comprehensive set of processes that validate all current entries of TOT against the official Public Holidays in +80 countries and helps secure consistency across Company Specific TOT entries.
Field Days Admin simplifies your registration of Time Off Territory in Veeva’s CRM System. Preparing reports and business intelligence solutions on CRM data requires correct data in order to add value. Because a lot of records – such as public holidays – can be created in prior, the implementation of Field Days Admin increases the accuracy instantly. Field Days Admin is in active service in most European countries and in the Middle East.
About ProMeasure Consulting
ProMeasure Consulting was founded in 2009. Based in Copenhagen and Veeva Partner since 2014. With an objective to help Life Science companies in getting the most out of their CRM investments by supporting critical processes, capturing the right information and securing high quality data. The aim is to simplify processes for end users, measure behavior and tactics applied and support in data-driven decisions that can refine strategies.
About Veeva Systems
Veeva Systems is the leader in cloud-based business solutions for the global life industry. Committed to innovation, product excellence, and customer success, Veeva has over 100 customers, ranging from the world’s largest pharmaceutical companies to emerging biotech’s. Founded in 2007, Veeva is a privately held company headquartered in the San Francisco Bay Area. With offices in Philadelphia, Barcelona, Budapest, Paris, Beijing, Shanghai and Tokyo.
