IM Application Suite provides better insight and metrics to power growth
 
London, 20 October 2011 – Interactive Medica has today announced the completion of a significant initiative that sees its IM Application Suite oust Salesforce.com as the CRM cloud platform for a Europe-wide specialist Oncology Life Sciences company in 12 different territories.
 
The migration to the IM Application Suite, which includes IM CRM, IM KAM, IM KPI Dashboards and IM Analytics, was designed, delivered and users fully trained across all 12 territories over the course of four months following a successful pilot. The new CRM landscape enables the organisation to generate increased visibility in to sales and marketing activity at both a local and European level.
 
The speed at which Interactive Medica can update its platform enables the company to create a responsive and agile CRM architecture that can drive growth in a highly competitive market.  Furthermore the customisable design of IM KAM means that the system integrates better with the business processes of the company and can be tailored to match the Key Account Management (KAM) approach in each country. This is exceptionally important as there are variations in drug procurement across Europe and a one size fits all approach is not appropriate to ensure compliance with the different regulatory frameworks.
 
The IM KPI Dashboards enable both the client’s headquarters and local territories to have one view of KPIs that will include market sales, direct sales, productivity and the status of all key accounts. With integrated analytics, end users and head office can quickly assess the status of the business.  To help drive user adoption, the IM Application Suite has been designed with simplicity and usability in mind.

This was of particular importance to the client when assessing technology platforms, as the incumbent system was unsuitable for handling the complexities of KAM across different legislative environments and was creating a barrier to success by presenting employees with an unintuitive user interface that did not match the data and business requirements of the local market.

“Data is the lifeblood for all CRM activity in Life Science organisations and managing it in order to underpin market growth, retain big accounts and uncover new opportunities is critical. An integrated and transparent approach is key. Businesses need robust solutions that meet their own unique needs, not a vanilla approach that creates blind spots across their organisation,” said Richard Jenkinson, CEO, Interactive Medica.  “It goes without saying that we’re delighted with this client win. It completely validates our approach to providing technologies that solve a problem, rather than selling what products you have.”
 
The Interactive Media Application Suite was rolled out across Spain, Portugal, Italy, the UK, Ireland, France, Germany, Austria, Switzerland, Belgium, Luxembourg and the Netherlands.