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Case Studies
Boehringer-Ingelheim - A Siebel Implementation
The Situation
Boehringer-Ingelheim Canada Ltd. is a leading provider of pharmaceuticals for chronic respiratory disease, hypertension, stroke, Parkinson's disease, HIV/AIDS, and a leader in the fields of natural health products and veterinary medicine.
The problem faced by the company, one that was costing time, customers, and opportunity, was a lack of reliable, centrally available customer and prospect data.
Data was contained in a cumbersome spreadsheet application that was time consuming and difficult to use. Worse, there was no integration with data from other sales and marketing functions. As a result, sales staff often had to perform multiple data queries to find the information they needed and data was often improperly used.
The Challenge
Because of the inappropriate methods in place, Boehringer-Ingelheim decided to switch to Siebel's ePharma software solution. A blended team of professionals from Skura Corp. and Siebel Global Services were challenged to develop the system and roll it out to the entire sales force.
More specifically, the mandate was to:
- Improve sales productivity and enhance marketing effectiveness.
- Provide integration and cross-query functionality of all data sources.
- Rationalize communications and information sharing among the 138 remote sales reps and the 20 connected sales managers.
The Skura Solution
Skura took the lead in the Siebel implementation and took full responsibility for scoping, design, configuration, testing and roll out support for the project.
Skura's familiarity and expertise in the Life Sciences industry was instrumental in our ability to re-engineer and streamline BICL's internal processes and procedures.
Success!
Our success in this project is truly a source of pride for the company and all who participated. Skura finished the implementation and roll-out ahead of schedule and US$15,000 under budget! In a long list of successes, here are some:
- Improved data integrity and reliability
- Re-engineered and streamlined many sales processes that have maximized Siebel's robust functionality.
- Rolled out a French language version for sales representatives in Quebec.
- Attained more responsive reporting for sales representatives.
- Dramatically enhanced operational efficiency.
Peter Harbin, BICL's Manager of Knowledge Management , extolled the joint results of Skura and Siebel.
"Thanks to the business rules Skura helped us define, Siebel ePharma has brought much needed consistency to our terminology and procedures. You don't invest in IT for the sake of IT - you invest in it to improve your business. And that is exactly what is happening here."
Apparently the sales staff are reaping the benefit of their new-found productivity in the form of higher commissions and sales bonuses. No wonder they gave the implementation team a standing ovation when the project and its goals were described to them.
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