maximize the value of your investment in veeva crm€¦ · commercial excellence and maximize the...

©2018 SCIOInspire, Corp. d/b/a SCIO Health Analytics®. Confidential and Proprietary. All rights reserved.

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Once We Understand; Change Results.

Maximize the value of your investment in Veeva CRM


MARKET ACCESS

INFO

RMATION

SALES FORCE / COMMERCIAL EXCELLENCE

SUITE

INSIGHTS

Intelligence

SEGMENTATION & TARGETING

PRESCRIPTIVE ANALYTICS

INCENTIVE COMP MANAGEMENT

PATIENT PERSONAS

TARGETING

FORECASTING

QUOTA SETTINGS

POSITIONING & SALES MESSAGING

MULTI CHANNEL ENGAGEMENT & MONITORING

CALL PLANNING

SALES FORCE SIZING

TERRITORY OPTIMIZATION

A VEEVA – SCIO® INTEGRATED APPROACH FOR COMMERCIAL EXCELLENCE VALUE CREATION

For Commercial Teams: BRAND AND SALES TEAMS | ANALYSTS | LEADERSHIP TEAMS

Rules

Market Definitions

Factors

Rates

Groupings

Other

Non-Veeva Sourcee.g. Sales Data

Non-CRM Insights Feed

Master Territory Structure & Targeting Extraction Via Standard Align “Adapter”

Intelligence

Other

Sell- in

Sell- out

Patient Data

Hospital

ERP

CRM Data Extraction

(Customers, Accounts, Segments,Targets, Employees, Admin,

Other)

ONE VERSION OF THE TRUTH DATA INFRASTRUCTURE

Sales Quota

2


Life Science companies are seeking to deliver both sales growth and operational efficiencies. New technologies and

multi-channel approaches to engagement are being adopted to enable these.

One of the biggest challenges arising is to ensure the optimal use of these technologies. For effective decisions

to be made and actions taken, it is essential that the information collected is understood, effectively analyzed and

reported. To this end, Veeva Systems and SCIO Health Analytics have teamed up to provide an integrated approach

to support you in delivering Commercial Excellence.

AN INTEGRATED APPROACH TO SUPPORT YOU

IN DELIVERING COMMERCIAL EXCELLENCE

An integrated dataset is the starting point. The integration of Veeva CRM data, across channels, with the rich

commercial data managed through the SCIOIntelligence platform enables a 360 degree view of current customers and

accounts to be established, resulting in actionable insights for your commercial teams.

Beyond this, the valued insights gleaned from this commercial data infrastructure provides your sales and marketing

teams with the deep information that they need to confidently extend and enrich customer interactions. In addition,

analysis and insights provided by the SCIOXpert Consultancy and Advanced Analytics Teams enable a more focused

approach to engagement, supporting both stronger relationships by optimizing your Veeva CRM usage, while reducing

inefficiencies.

No matter where you are on your CRM multi-channel journey, our partnership can support you, enabling you to extract

and integrate information in an intelligent way to guide daily decision making such as:

INDIVIDUAL ACCOUNT PLANNING ACTIVITIES

Sales representatives are now leveraging multiple channels such as Veeva Engage and Veeva Approved Email to interact with their healthcare professionals and institutional targets. This integrated solution

extends the reach of your sales reps. With Veeva’s multi-channel solutions, your reps can interact with

more accounts more efficiently. With SCIOIntelligence and SCIOXpert, SCIO’s advisory service, you

can measure the effectiveness of their reach, suggesting ways this can be improved.

OPTIMIZING CUSTOMER INTERACTIONS:

Users receive proactive alerts to keep track of their KPIs and seamlessly click through to the underlying

reports for further insights. Together with Veeva CRM Suggestions, data-driven, next-best actions,

derived from SCIO’s advanced analytics algorithms, are pushed directly to your sales reps and can

suggest the next type of channel interaction, nature of message and timing to optimize planning and

maximize performance.

MONITORING SALES TEAM DELIVERY

Detailed analysis of Veeva CLM can be used by Marketing and Sales Training teams to assess and

provide rapid feedback on how approved content in Veeva Vault has been used versus expectations

with specific customer segments, supported by Veeva CRM Suggestions and coaching, enhancing

the sales approach.

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IDENTIFYING WASTE AND REDUNDANCY

The analysis and reporting of approved content in Veeva Vault used by field teams can be used by

marketing teams to reduce waste and inform marketing spend trade-off decisions.

ENABLING TERRITORY RE-ALIGNMENT

Through the combination of SCIOIntelligence and Veeva Align, companies can conduct what-if

territory restructuring analysis based on sales potential. Using sales data from SCIOIntelligence, a

more efficient and data-driven restructuring process can result.

Through the Veeva and SCIO Health Analytics partnership you have access to a fully integrated data infrastructure,

specifically developed for the Life Sciences industry. Supported by the SCIOXpert team you have access to insights and

analysis that will equip your commercial teams to deliver your desired customer experience, enabling you to achieve

Commercial Excellence and maximize the value of your investment in Veeva CRM.

The integration of multi-channel Veeva CRM data with the rich commercial data managed through the

SCIOIntelligence platform enables a 360-degree view of current customers and accounts to be established,

resulting in actionable insights for your commercial teams

Optimizes planning and customer targeting,

supported by Advanced Analytical techniques.

Extends your sales representatives’ reach

into their accounts.

Offers efficient and data-driven territory

restructuring analysis.

One version of the truth – single source of sales and

promotional data.

Specific to Life Sciences industry.

Access to actionable insights, supporting your multi-channel strategy, optimizing sales and

marketing performance.

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MAXIMISE THE VALUE OF YOUR INVESTMENT IN VEEVA CRM

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Veeva Systems Inc. is a leader in cloud-based software for the global life sciences industry. Committed to innovation, product excellence, and customer success, Veeva has more than 550+ customers, ranging from the world’s largest pharmaceutical companies to emerging biotechs.

Working in sync with your Veeva instance, our aim is to remove the complexity from life sciences data. Our solutions are designed to bring together your sales and marketing data, wherever it comes from, to allow instant analysis and reporting, supported by teams with a wealth of experience handling life sciences commercial data.

The integration of Veeva CRM data with SCIO’s award-winning SCIOIntelligence™ data management platform enables a seamless analytics user experience based on fully integrated data sets, tailored to individual roles. Personalized insights and data-driven alerts being enabled through detailed analysis of the CRM data and related sales data .

With many successful implementations of our analytics solutions to date, across the Top 25 global life sciences companies, this scalable solution allows Commercial Teams to make intelligent decisions and accelerate sales productivity.

About SCIO Health Analytics®

About Veeva Partnership


Based in West Hartford, Connecticut, SCIO Health Analytics is a leading health analytics solution and services company. It serves over 100 healthcare organizations representing over 130 million covered lives across the continuum including providers, health plans, PBMs, employers, health services and global life sciences companies. SCIO provides predictive analytic solutions and services that transform data into actionable insights, helping healthcare organizations create the understanding that drives change and proven outcomes. SCIO delivers more than $540 million in client value annually through the elimination of healthcare waste and improved performance associated with its reimbursement and care optimization solutions. Through SCIO’s value-based approach that enables healthcare organizations to reduce the total cost of care while improving care quality, SCIO is dedicated to helping our clients solve the underlying issues that lead to excessive spending and suboptimal outcomes. Visit SCIO’s website for up to date information on their product and service solution offerings: www.sciohealthanalytics.com

Driving positive change in healthcare by delivering actionable insights to solve complicated problems simply and efficiently.


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Once We Understand; Change Results.

Global Headquarters433 South Main St, Suite 203

West Hartford, CT 06110, USACall: +1 (800) 653-3144 (US)Fax: +1 (860) 676 8848 (US)

UK OfficeRegal Court, 42-44 High Street,

Slough, Berkshire,SL1 1EL, United Kingdom

Call: +44 (0)1753 245 503 (UK & Europe)Fax: +44 (0)1753 245 504 (UK & Europe)

E-mail.: [email protected]


Contact us for further information. Email us at [email protected]

or call us +44 (0)1753 245 503 (UK) or 1-800-653-3144 (US).

maximize the value of your investment in veeva crm€¦ · commercial excellence and maximize the...

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