Useful Advices - Business

Let's talk more about sales process and integration with CRM. Lots of companies fail to see the connection between de

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

veloping a well defined sales process that's repeatable and scalable and the actual recording of sales activity, track

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

Examples of combination products may in

ng and forecasting of sales results in a customer relationship, management or CRM system, also known as sales force au

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

omation or SFA. In today's day and age, a company cannot afford to deploy a CRM system without first spending the nec

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

ssary time in order to define their sales process. Likewise, other companies that have well defined sales processes,

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

Combination pro

o the extent that they don't do a good job of customizing their CRM systems--to integrate with that sales process-- th

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

y'll find many disconnects leading to frustration, poor data management, poor forecasting, poor reporting and poor pip

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

line visibility when it comes to sales management tools. So, now more than ever, it's really important to integrate b

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

th your sales process with your CRM system to get the optimized results that you're looking for.

The first step in th

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

s process is to start by defining your sales process. You can't deploy CRM without first defining your sales process.

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

And it's really easy to do so. We've developed a set of tools that allow your company to actually go through the ste

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

Following aspects would a

s of defining all of the work flow and different field sales and inside sales definitions as well as opportunity stage

dd to the challenges in developing combination products:

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

so that they can be easily mapped into sales force automation or CRM. Once you've completed the complete sales proce

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

s definition which typically defines the work flow, the different sales opportunity stages, as well as the different a

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

tions and sales tools to be used at each stage.

It's very easy to integrate those into your CRM system and deploy the

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

and then use the CRM system as an actual tool to manage the workflow and improve your sales efficiency. That is the

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

Professional from academic institutions, pharmaceutical industries, health care indust

umber one benefit that you're going to get out of a well defined sales process and sales process integration is you're

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

going to get better efficiency from your sales force, you're going to get better opportunity management, your also goi

.

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

g to get better visibility over your overall pipeline and your overall sales forecast leading to better predictable re

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

Companies that provide selfless information through particip

enues and better forecasting accuracy. These are just some of the benefits of integrating your sales process with CRM

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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