Best Practice To Optimize Sales In The Pharmaceutical Industry

Practical tips of the consulting firm novem business applications Hamburg, 02.10.2008 – last significant changes in the health care system the pharmaceutical companies are also increasingly under pressure to find intelligent ways to market their drugs. For it requires not only adequate distribution structures, but above all effective control instruments with a large base of any current information on the sales data, orders and production data. As market data can be analyzed as required. For example, it is important to know which regions the existing potential for physician-specific regulation is not exhausted. Such information provided by business intelligence solutions and are a core element of the sales success nowadays. Multidimensional analysis capabilities, offer the opportunity so that all relevant information both quickly queried by the employees in the sales management as also the Aussendienstlern mouse click and clear at any time Reports can be generated. But promising options for business intelligence for pharmaceutical companies are the one side, the current practice often speaks a different language as the BI solutions to support sales can often not sufficiently enable the principal potential. Anastasios Christodoulou, Managing Director of the Hamburg-based consulting firm novem business applications, outlines why, what critical success factors to be considered are: 1 as a company-wide dimension for the BI strategy develop: as necessary the use of business intelligence in sales, also the approach to develop no isolated-oriented concept is so important.

While a Department is rarely able to develop the requirements for enterprise-wide landscaped BI strategies. But the structural and technical conditions as well as the BI organizational conditions and processes can be created for integration, the continuous later BI conditions help realize. 2. technological Islands avoid: in three-quarters of the companies with business intelligence, different BI tools are in use. Such technically heterogeneous information Islands limit not only the additional strategies due to their lack of integration, but cause at the same time, that a wider range of technological competencies must be provided.

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