Accelerate Sales Ops: Get back 12 days

The Indian arm of an US Multi-national healthcare firm needed to get field feedback about customer deployments of their products. Their sales team is focused on selling to Surgeons – HCPs (Health Care Professionals).

They track the HCP’s Potential for the year and track to deployment of their products during the surgery. The earlier process of collecting the data from the field involved:

  • Sending out information requests to the field by the end of the month
  • Getting updates on monthly basis through Excel sheets
  • Collating the Excel sheets

 

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Bsharp Enterprise: Healthcare

By the time they had actionable information about the previous month, it was already 12th of the new month. A good 20% of the Product Manager’s time was involved in this collation.

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Getting field information

The customer implemented the iPad version of Bsharp Enterprise for the firm’s sales personnel. This process helped them to get real time product deployment data. The sales data was ready for review by the 1st of every month,  thus providing 12 additional days of operational flexibility.

They wanted to get, from the field team:

  • HCP Potential to use the product
  • Actual OT usage of the product by SKU
  • Hence track Target vs. Actuals for the product

The earlier process of collecting the data from the field involved:

  • Sending out information requests to the field by the end of the month
  • Getting updates on monthly basis through Excel sheets
  • Collating the Excel sheets at the end of the month

Bsharp’s Enterprise for iPad now helps the company to get real time deployment information. 

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HCP Interaction Report

HCP Interaction Report

HCP Plan vs. Actuals

HCP Plan vs. Actuals

HCP Coverage Report

HCP Coverage Report

Sales Person View

The sales person can perform the following functions:

  • Update HCP Profile information including product wise targets and potential
  • Update HCP wise product usage through OT Participation visits
  • Get WTD, MTD, QTD, YTD performance by Product Group or by HCP
  • Track this against the annual track

 

Additional features

The app also carried other features including:

  • Update of all product content and assets
  • A mLearning module to induct and train the field team and provide certifications

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The Sales Management View

The Sales Management can review the following in real time:

  • Up-to-date deployment data by HCP, SKU, Region
  • Up-to-date target vs. potential vs. actuals data for quarterly planning

Get Real-Time Data: Claw back on strategic planning time. 

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