UCB Pharma Hellas is the Greek branch of the multinational pharmaceutical giant UCB Pharma (part of the UCB Group), a company that produces some of the most renowned anti-allergic and antidepressant medicines in the world. To solidify its position in the Greek market, UCB implemented CENTENTIA's Sales Force Automation solution, in order to improve the effectiveness of its mobile sales force.
Prior to using the CENTENTIA's SFA solution, UCB's sales force team could not share critical customer and product information with the company as well as with each other, seriously hampering their efforts for optimum communication with their clients and the market in general. The situation was creating problems in scheduling meetings with clients and in producing internal reporting, and forced the sales team to spend valuable time in non-productive tasks. CENTENTIA's solution, which is customer-centric, providing a complete 360° view of the customer, eliminated these problems and helped UCB realize multiple benefits:
- UCB eliminated double-entries in its customer list and gained a clear view of its clientele base
- Every new piece of information is instantly made available to every party - provided that it has authorization to view it - other members of the sales team, supervisors, managers, etc.
- Provides the sales reps with a robust scheduling and reporting tool, allowing them to schedule appointments, task and meetings, and file electronic reports, saving them valuable time by trimming administrative tasks and improving productivity dramatically.
- Enables the organization and its sales reps to build a complete single-view of its customer relationships, enabling the marketing department to design and execute very effective personalized campaigns.
- Helped UCB streamline its sales and service processes and establish a consistent and collaborative customer management environment.
- Feeds the users with a complete SWOT analysis of its products, as well as of its competitors
- Allows for the electronic filing of mobile force team expenses, eliminating paperwork and speeding up the reimbursement process
- Offers a robust, yet easy-to-use reporting system that utilizes well-known tools like MS Excel™ Pivot Reports that users feel comfortable with. It allows any user in the organization to run standard reports or create customized reports to gain valuable insight into the company's customer relationships and business in general.
The process of data replication is simple, yet very effective and utilizes coded email (SMTP) messages. However, Cententia and UCB are working towards using GPRS technology that will offer remote users with increased flexibility and will result in cost efficiencies.
CENTENTIA was able to provide UCB with the most advanced solution at an extremely competitive total cost of ownership (TCO), but, most importantly, it allowed users to minimise paperwork, streamline their work and processes, and increased productivity and morale amongst the company's sales force.
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