Promoting drug brands to these key accounts is crucial because more than 90 percent of all prescription drugs pass through the nation’s managed care organizations. Today, most of these interactions are managed manually, with key account teams taking a “paper and pencil” approach with little or no coordination. This lack of visibility is especially harmful when an account manager leaves a company, often resulting in little or no account information being passed on.

The latest version of Cegedim Dendrite’s flagship Customer Relationship Management (CRM) tool, Mobile Intelligence, features a Key Account Management module that allows account teams to collaborate and interact with other parts of the sales organization, which yields a deeper understanding of their customers.

“Our latest version of Mobile Intelligence squarely addresses the pharmaceutical industry’s need to have a 360-degree view of their interactions with key accounts,” says Subhash Vaid, Cegedim Dendrite’s Vice President for CRM and Analytics. “This circular view is crucial both inside and outside the company for fostering collaboration and communications.” The Key Account Management module also allows pharmaceutical companies to centralize crucial information and communicate it to account managers in the field. “Pharmaceutical companies must know a key account’s patient demographics and be prepared to explain what their brand offers in terms of efficacy and pricing,” Vaid says. “They must convince the chief of pharmacy -- or in some cases, the CEO -- that their brand should be the top choice among possible treatments on the group’s formulary.”

The new tool also provides account teams with the option to share information with pharmaceutical sales reps who visit the private offices of doctors, some of whom may be affiliated with a pharmaceutical company’s key account.

This approach – known as “pull through” within the pharmaceutical industry -- is especially important after an account team obtains a favorable formulary placement because sales reps then can promote the brand among prescribers.

Visit www.cegedimdendrite.com/navigate to view a demonstration of the Account Management Module. You also can call us at 888-336-3748 or email us at moredetails@cegedimdendrite.com.

About Cegedim Dendrite:

Cegedim Dendrite provides the pharmaceutical companies around the world with vital support for successful Customer Relationship Management (CRM) activities. With nearly 200,000 sales representatives using its products worldwide, Cegedim Dendrite is the world’s leading CRM provider for the life sciences industry. This business unit, created in May 2007 when the France-based CEGEDIM S.A. Group acquired Dendrite International, also provides sales, marketing and regulatory compliance solutions in more than 75 countries. To learn more, please see our website: http://www.cegedimdendrite.com/.