Sales Technology

This cutting-edge 2 day parallel session will focus on the issues and challenges that you are faced with when it comes to integrating and implementing CRM systems, wireless systems, mobile devices and eDetailing.  If you are wanting to know what technologies and Business Suppport strategies the leading companies in SFE are doing, then you simply can't miss this session.

The following business critical issues will be covered:

Process integration: How do you align systems in marketing, medical, legal etc for a single view of the customer

CRM optimisation: How to ensure that your CRM system is being used in the right way by the right people and you are getting out of it as much as you put in

Wireless application: Find out how to plan and roll-out wireless applications across the whole of your sales force for stream-lined reporting and improved sales rep communication

eDetailing:  Understand how to use eDetailing and emails to maximum advantage and how to integrate this with your sales rep activities

Change management:  Learn how to overcome change barriers when it comes to rolling out new processes and technologies

New technologies:  Discover what new technologies leading companies are piloting in order to improve communication and processes in their sales forces, including social networking, wikis, podcasting and web-audio.

Sales Technology Programme (3-4 April)

Chairperson: Fonny Schenck, Managing Partner, Across (formerly Global Executive Director CRM, Janssen-Cilag )

Session 1: Understanding the drivers of change

Identify the reasons for growth in technology and overcome the challenges of updating your current system to meet new strategic goals

• Go beyond just matching your competitors with faster and more effective results through intelligent use of the latest technologies

• How to track exponential growth of the market and use technology successfully to increase performance

• Understand the human factor and how you can manage its impact on your system

Sean Burke, Chief Information Officer, Galderma

eDetailing: Aid or Substitute? Learn how to create more customer value with eDetailing

• Find out the latest trends in CRM from a single to integrated multi-channel approach and how you can implement these within your organisation

• How to use eDetailing to increase your knowledge of the customer through effective communication and positioning

• Learn from case studies, methods of best practices and implementation for successful eDetailing that deliver impressive results

Tom Van Den Bulck, CRM Manager, Organon

Session 2: Effective Implementation & User Adoption

Mobile CRM: ‘Big Brother' watching? Or a harmonious platform of organisational transparency and efficiency?

• Understand the paradigm shift in sales culture and develop the appropriate tools and applications to implement the system

• How to effectively manage user adoption issues in order to maximise the performance capabilities of both user and system

• Create a value added sales user tool that the sales user wants - and generates the KPIs that management needs

Peter Greedy, CRM Director EMEA, Bausch & Lomb

Guarantee increased sales and competitive advantage with the latest ways to manage your CRM systems

• Explore the most powerful methods of application and monitoring of effectiveness of your CRM system

• The importance of simplicity: Step-by-step guidelines to ensure you remember the end-user

• See how to fit your technology around your business and your people, (rather than the opposite) and use it as the accelerator to your strategic goals

Ignacio Martinez, Business Intelligence Director, Grunenthal

Close the loop: How to effectively mix communication and marketing with sales technology to increase sales and ROI

• Understand why it is important to be innovative and try new ways of thinking, in order to create an impact and close the loop

• Learn how Closed-Loop Marketing can support every aspect of the marketing process

• Hear what you can do to better communicate your drug's key benefits so that the physicians really understand them

Morten Hjelmsø, Founder and Managing Director, Agnitio

Session 3: Operational Excellence

Post-Go-Live maintenance: learn the most effective processes for managing this decisive operation

• Discover the key factors which allow manageable, focused maintenance to ensure your system is meeting your required business needs

• How to avoid the pitfalls of new system management through segmentation and analysis

• Understand how to identify the areas for continuous improvement through detailed internal reporting to secure a success roll-out and execution of your strategies

Marnix Kint, Process Service Manager, Pfizer

Change Management: A prerequisite for effective implementation of new technology to drive SFE

• How to define the parameters of your organisation in order to create the transparency and communication throughout

• Speed up the process by making use of innovators and early adopters to take advantage of the market changes

• Create an SFE culture with full commitment from senior management to carry the momentum forward through effective preparation and investment

Joanita Bonnier, SFE Manager, Johnson & Johnson

Analyse the benefits of Web 2.0 and measure the influence it can have on your system

• How sales and marketing can benefit from social networks, blogs and web portals: Best practice implementation lessons and how to get management buy-in

• Understand the costs, resources and skills associated with new media and how to measure your ROI

• Discuss how companies outside pharma are using new media technologies to assist in strategy implementation, change management,

the motivation of staff and the generation of feedback from the frontline

Moderator: Fonny Schenck, Managing Partner, Across

Len Starnes, Head Global E-Business, Primary care, Bayer Schering

Dave Clarke, eMarketing Manager - Established Brands, AstraZeneca

Marnix Kint, Process Service Manager, Pfizer

Contact Ged Moore on +44 (0) 207 375 7510 or gmoore@eyeforpharma.com if you have any questions about this agenda

Click here to see the full programme.