Oracle Crm On Demand Release 17 Life Sciences Edition

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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


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.


Topics We’re Covering Today

• State of the Industry

• Oracle’s Response

• Product Demonstration

• Pricing & Availability


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 ”


The Impact?

Competition


The Impact?

Competition Margins


What You Need to Do

• Make every interaction count

• Reduce costs

• Increase distribution & deploy everywhere


Life Sciences RepsMust Complete

50 Calls per Week


But Doctors Have Little Time to

Take Sales Calls


Most MeetingsTake Place in Hallways,

and Every Second Counts


And Your Competition is Also Trying to Get Time

with Your Prospects


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


• 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


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


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


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


Imagine If You Could…

Increase the effectiveness of every interaction


And…

Increase the effectiveness of every interaction

Reduce the reporting required for every

interaction


You’d Get Better Interactions


You’d Get More Interactions


You’d Be Able To…

Double selling time

Halve reporting time


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


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


First Single Provider Solution That Provides CRM Functionality…

Sales Rep-Facing


Sales Rep-Facing

And Helps Reps Sell More Effectively

Customer-Facing


First Complete Single Provider Solution

CRM functionality

Analytics functionality

Life Sciences functionality

eDetailing functionality

On demand

Single provider


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


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


GET SMARTER


GET MORE PRODUCTIVE


Get the Best Value.


Get the Best Value Option #1: Oracle Solution

CRM Functionality



CRM Functionality

Analytics Functionality



CRM Functionality


Life Sciences Functionality



CRM Functionality



eDetailingFunctionality



CRM Functionality




On Demand



CRM Functionality




On Demand

$90 Per User Per Month

SingleProvider

$90


Get the Best ValueOption #2: Multi-Vendor Solution

$125CRM

Functionality

On Demand



$225

CRM Functionality

On Demand


+



$345

CRM Functionality

On Demand


AnalyticsFunctionality

+ +



$345 + eDetailing

CRM Functionality

On Demand



eDetailing Functionality

eDetailingVendor??+ ++



$345 + eDetailing + Integration

CRM Functionality

On Demand


>$345 Per User Per Month



Integration

eDetailingVendor??

System Integrator??+ + ++


Get the Best Value, Period.

CRM Functionality

On Demand


CRM Functionality




On Demand

$90 Per User Per Month >$345 Per User Per Month

eDetailingVendor??

SingleProvider



Integration

System Integrator??+ + ++


Get the Best ValueYou Must Enable Sales Reps Globally


Get the Best ValueToday’s Solutions Provide Limited Functionality

Emerging markets select the

lowest cost solution


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


Get the Best Value for Global Deployments


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)

http://www.youtube.com/watch?v=2n6oWj18Wt8�


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


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


“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


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


The Most Life Sciences CRM Customers


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


Make every interaction count

Reduce costs

Increase distribution & deploy everywhere

Release 17 Life Sciences Edition


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

Oracle Crm On Demand Release 17 Life Sciences Edition

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