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•<Insert Picture Here>
Oracle CRM On Demand Release 17 Life Sciences EditionAnthony LyeSenior Vice President, Oracle CRM
Introducing the First Life Sciences On Demand CRM Solution That Doubles Selling Time and Halves Reporting Time
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Safe Harbor Statement
The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decision. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.
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Topics We’re Covering Today
• State of the Industry
• Oracle’s Response
• Product Demonstration
• Pricing & Availability
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State of The IndustryDrug Pipelines Are Shrinking
“ The er a of t he bl ockbust er dr ug i s over and t he pi pel i ne of dr ugs i s not as r obust as i t once was”
“ Pr oduct l aunches dr opped f r om 45 t o 27 bet ween 1999 and 2008”
“ Expi r i ng dr ug pat ent s and weakeni ng pr oduct pi pel i nes have pl aced i ncr easi ng pr essur e on sal es
and mar ket i ng t eams t o dr i ve r evenue gr owt h”
“ Weak pr oduct pi pel i nes ar e i nsuf f i c i ent t o r epl ace pr oduct s t hat ar e goi ng of f - pat ent ”
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The Impact?
Competition
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The Impact?
Competition Margins
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What You Need to Do
• Make every interaction count
• Reduce costs
• Increase distribution & deploy everywhere
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Life Sciences RepsMust Complete
50 Calls per Week
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But Doctors Have Little Time to
Take Sales Calls
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Most MeetingsTake Place in Hallways,
and Every Second Counts
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And Your Competition is Also Trying to Get Time
with Your Prospects
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The Numbers Tell the Story
Only 56 percent of physicians are
willing to meet with sales reps
The average physician-rep
interaction is only 98 seconds
A full product discussion occurs in only 15 percent
of sales calls
Sources: “A Prescription For Change,” Oliver Wyman, 2008; “Sales Force Effectiveness: The New Strategic Imperative,” IMS
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• Constantly ‘stood up’ by physicians
• Must carry mobile printers, truckloads of brochures, & samples in their cars
• Spend too much time on reporting & administration
We’ve Heard From You
WHAT REPS FACE TODAY
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Time consuming data entry
Limited transactional reporting
Take away from selling time
Don’t provide a way to share online presentations
Don’t provide a way to easily track samples & capture signatures
Don’t work offline
Too costly
Multi-vendor
We’ve Heard From You
TODAY’S CRM SYSTEMS ARE TOO COMPLEX
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Source: Oracle Industries Business Unit
How a Typical Rep Spends Their Time Today
Travel Time
Scheduling Appointments
Sample Drops/Signature Capture
Selling/Face Time
Reporting/Administrative
Waiting for Physicians
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Travel Time
Scheduling Appointments
Sample Drops/Signature Capture
Selling/Face Time
Reporting/Administrative
Waiting for Physicians
How a Typical Rep Spends Their Time TodaySource: Oracle Industries Business Unit
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Imagine If You Could…
Increase the effectiveness of every interaction
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And…
Increase the effectiveness of every interaction
Reduce the reporting required for every
interaction
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You’d Get Better Interactions
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You’d Get More Interactions
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You’d Be Able To…
Double selling time
Halve reporting time
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Solution for selling, not just reporting
CRM application you can show to customers ‘live’
Complete on demand life sciences solution from a single provider
Oracle’s Life Sciences Sales on the Go Solution
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First Solution for Selling and Reporting
Easy for organizations to build & tailor online presentations with no new training
Easy for reps to share presentations with eDetailing
Easy for both to capture sales metrics in real time with industry’s most comprehensive analytics
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First Single Provider Solution That Provides CRM Functionality…
Sales Rep-Facing
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Sales Rep-Facing
And Helps Reps Sell More Effectively
Customer-Facing
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First Complete Single Provider Solution
CRM functionality
Analytics functionality
Life Sciences functionality
eDetailing functionality
On demand
Single provider
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First Solution Built for Sales Reps by Sales Reps
• Collaborated with 15 of the top 20 Pharma companies
• Designed a new interface based on the combined knowledge of 100,000 sales reps
• Conducted extensive Customer Advisory Board meetings globally in Princeton, San Francisco, London, Basel, Tokyo, Shanghai
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First Solution That Drives Effectiveness, Productivity & Value
Get Smarter.
Get More Productive.
Get the Best Value.
1 Plan the Day 2 Visit a Customer Site 3 Setup a
Sample Drop
4 Get Sample Signature
5 Deliver Full Detail Presentation
6 Complete Call Report
7 Sync Records & Content
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GET SMARTER
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GET MORE PRODUCTIVE
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Get the Best Value.
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Get the Best Value Option #1: Oracle Solution
CRM Functionality
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Get the Best Value Option #1: Oracle Solution
CRM Functionality
Analytics Functionality
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Get the Best Value Option #1: Oracle Solution
CRM Functionality
Analytics Functionality
Life Sciences Functionality
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Get the Best Value Option #1: Oracle Solution
CRM Functionality
Analytics Functionality
Life Sciences Functionality
eDetailingFunctionality
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Get the Best Value Option #1: Oracle Solution
CRM Functionality
Analytics Functionality
Life Sciences Functionality
eDetailingFunctionality
On Demand
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Get the Best Value Option #1: Oracle Solution
CRM Functionality
Analytics Functionality
Life Sciences Functionality
eDetailingFunctionality
On Demand
$90 Per User Per Month
SingleProvider
$90
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Get the Best ValueOption #2: Multi-Vendor Solution
$125CRM
Functionality
On Demand
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Get the Best ValueOption #2: Multi-Vendor Solution
$225
CRM Functionality
On Demand
Life Sciences Functionality
+
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Get the Best ValueOption #2: Multi-Vendor Solution
$345
CRM Functionality
On Demand
Life Sciences Functionality
AnalyticsFunctionality
+ +
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Get the Best ValueOption #2: Multi-Vendor Solution
$345 + eDetailing
CRM Functionality
On Demand
Life Sciences Functionality
AnalyticsFunctionality
eDetailing Functionality
eDetailingVendor??+ ++
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Get the Best ValueOption #2: Multi-Vendor Solution
$345 + eDetailing + Integration
CRM Functionality
On Demand
Life Sciences Functionality
>$345 Per User Per Month
AnalyticsFunctionality
eDetailing Functionality
Integration
eDetailingVendor??
System Integrator??+ + ++
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Get the Best Value, Period.
CRM Functionality
On Demand
Life Sciences Functionality
CRM Functionality
Analytics Functionality
Life Sciences Functionality
eDetailingFunctionality
On Demand
$90 Per User Per Month >$345 Per User Per Month
eDetailingVendor??
SingleProvider
AnalyticsFunctionality
eDetailing Functionality
Integration
System Integrator??+ + ++
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Get the Best ValueYou Must Enable Sales Reps Globally
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Get the Best ValueToday’s Solutions Provide Limited Functionality
Emerging markets select the
lowest cost solution
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Get the Best ValueEmerging Markets Still Select the Lowest Cost Solution
*Note: Oracle Solution runs on laptop, netbooks, and tablets
Oracle’s Life Science solution delivers
2x the functionality at 1/2 the price
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Get the Best Value for Global Deployments
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What Customers Are Saying about Oracle CRM On Demand
“Agencourt’s sales team is very excited about Oracle CRM On Demand. They’re eager to use it, which was a primary concern for us.”
Rosa Cintron, Project Manager, Agencourt Bioscience (now Beckman Coulter Genomics)
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What Customers Are Saying about Oracle CRM On Demand
“Oracle CRM On Demand is the best-proven CRM On Demand platform with strong integration options to other applications. Oracle’s features, such as pipeline management and tools for lead generation and tracking, have improved our ability to apply best-practice sales processes.”
Hanne-Merete Lassen, Idea Generation Manager, Ambu A/S
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What Analysts Are Saying“Oracle CRM On Demand Life Sciences Edition R17…contains a broad set of new features designed specifically to enhance life science sales and marketing capabilities.
“CRM On Demand Offline Client for Life Sciences Edition enables reps to quickly guide a physician through an eDetailing presentation, skipping slides if necessary, but still tracking what actually is shown to the physician for CLManalysis. Reps can quickly switch between physicians, add samples, and access the signature capture screen all in a streamlined fashion.
“Oracle carried out nine iterations of usability design with its user experience team (consisting of end users) to make sure the CRM On Demand Offline Client for Life Sciences Edition's screen flow and flexibility were optimized to mimic realistic sales situations.”Source: IDC Health Insights White Paper sponsored by Oracle, The Changing Ecosystem of Pharmaceutical Sales and Marketing, Doc # HI222015, February 2010
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“Incorporating important Life Sciences business processes, with embedded analytics and valuable field selling capabilities, Oracle's R17 release of CRM OnDemand for Life Sciences is a significant new industry offering for capturing customer insights and increasing sales impact.”
“Oracle's Life Sciences Sales on the Go Solution helps your sales teams maximize selling time, simplify sample management and improve time effectiveness with customers.”
“With Oracle’s Life Sciences Sales on the Go offering, life sciences companies gain access to industry-specific functionality and actionable analytics, combined with ease of use. This solution clearly surpasses competitive products and will increase the effectiveness and productivity of our clients.”
What Partners Are Saying
Michael Malinchock, Accenture CRM Senior Executive
David McCurley, Managing Director for Global Human Services
Niken Patel, Executive Vice President
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Oracle Leads in Life Sciences
• 19 of the top 20 pharmaceutical companies run Oracle CRM
• More than 200,000 Life Sciences professionals depend on Oracle CRM
• First pharmaceutical CRM On Demand product with embedded analytics
• First pharmaceutical CRM product with embedded eDetailing for On Premise and On Demand
• Most pharmaceutical/biotech users
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The Most Life Sciences CRM Customers
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Why Do Customers Succeed with Oracle?Only Oracle Delivers Complete Life Sciences CRM
Analyst-rated best-in-class CRM
Only single-device system
Only embedded analytics (real-time & historic)
On Premise and On Demand and Integrated
$90 for a Complete Life Sciences solution
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Make every interaction count
Reduce costs
Increase distribution & deploy everywhere
Release 17 Life Sciences Edition
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Learn more: IDC White Paper: The Changing Ecosystem of Pharmaceutical Sales & Marketing
See more: Sign up for the Oracle CRM On Demand Release 17 Launch Webcast
Do more: Ready to try? Get a 30-day free trial.
Next Steps
For More Information: oracle.com/crm/lifesciences
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