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You've decided that you need a better customer relationship management system ("CRM") for your small business. You need a good place to store and access your customer information just like bigger companies. You w

According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product

ant to be able to generate meaningful reports and manage your marketing campaigns. But there are so many options in all price ranges.

So how do you choose the best CRM software for your company?

What is C

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

M, exactly?

In its simplest form, CRM is a database where sales and marketing teams store critical account data such as contact & account information, lead source, sales activity history, purchase history,

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

and marketing campaign data and projections.

CRM can also be an important reporting tool. For example, you can use it to

Generate revenue projections for a product, a sales rep, and your company as a wh

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

Tie revenue to the original marketing campaign

Pull up lists of leads and activities by sales rep

View the number of leads you have at each step in your sales process

Track

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

your progress against your goals

Manage marketing campaigns

Capture leads from your website

Minimize the time your team spends creating manual sales & activity reports

ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc

Choosing the right CRM

When you choose the right CRM software, you gain knowledge and power to keep your team on track and measure progress against goals.

Best case: Y

easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi

ur CRM matches your marketing, sales, customer service and retention strategies. It’s easy to use and provides reports that eliminate the need to generate tedious manual reports. It may integrate with other softwa

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

e like accounting and inventory, enabling your entire team to view important data and reports in real time.

Worst case: You don’t have a solid system for managing customer information; it

and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ

s kept in various files or databases that aren’t linked. It’s difficult and time-consuming to create revenue projections, sales reports and marketing campaign reports. The result: lost revenue, productivity and op

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

ortunity. Even worse: you use paper files.

How to compare CRM software

The key to selecting the right CRM is to analyze your needs.

Decide what information your team sh

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

ould be able to access and how they’ll use it.

Identify who needs to use the system and where they’re located (i.e. in different offices).

Determine what reports you’ll want to generate, particu

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

arly your revenue and pipeline reports.

Identify the marketing programs you’d like to be able to run and how that information can help you better manage your accounts.

If you’ve outgrow

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

your current system, you may be able to purchase add-ins to give your existing system more power. You may also decide to evaluate new systems to give you the true functionality you need.

Select a CRM vend

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

r

Once you’ve defined your requirements, look for a CRM package that meets your needs. Remember that many systems come in several versions; you can start with a basic version and upgrade as you grow, but

t?

As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel

ake sure the upgrade process is seamless.

Manage CRM implementation

When you’re nearing the end of your selection process, get ready for implementation.

Create an implementation team. <

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

/li>

Develop a schedule for key tasks: configuring fields, migrating data, creating reports, training users.

Create a solid training plan.

Launch the software.

Do followup trai

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

ing to ensure that your team uses the software as planned. Most implementations fail because employees don’t use the software properly.

Gather feedback and modify the software configuration as needed; ma

.

As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de

e it as intuitive and powerful as possible.

There are plenty of consultants who can help you through this process. But you can save a lot of time and money by educating yourself. We've created a

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

free CRM selector tool to help you define your needs and narrow your vendor list -- just email us now and we'll send it to you

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

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