Leveraging Handhelds for Sales and Support Force Automation Andrew Robertson Director of Technology ArcStream Solutions

How we Design Mobile and Wireless Applications Common Functionality Case Studies Demo Agenda

Workbench Approach SFA Application Enterprise Applications Intranet & Web Reporting / Data Warehouse Other Integrate data from multiple applications Organize data according to the unique workflow of the mobile worker Present information in an intuitive, easy-to-navigate user interface

Prepare for Sales Call Check Contacts Read Alerts Follow-up from Last Visit Review / Change Schedule Review Sales Data Study Training Material “Waiting Room” Review Scenarios for Visit Conversations Read Sales Tips (Organizational effectiveness training) Review Prior Visit Notes Review Product Information Provide Product Information Place Order Check Status of Orders Rebut Objections Drop Literature Conduct Call Follow-up Effort Update Contacts File Report/ Provide Feedback Review Orders File Expenses Plan next visit Understand Workflow

Increased efficiency on sales call Streamline administrative tasks Minimize repetitive tasks Maximize time with prescriber Increase organizational effectiveness through training and education Ensure continuity upon territory turnover Leverage expenditures on IT infrastructure Reduce technology expenditures Benefits of a Mobile or Wireless Solution

Real Time Inventory Levels Order Placement / Order Status Calendar and Contact Management Notes Capture Sales Data Surveys / Evaluations Alerts / Communication Tools Access to Training Materials Presentation Tools Types of Apps: General Sales

Contact Management Sample Drop Management and Sample Reconciliation Notes Capture Prescriber Data Literature/Premium Management Communication Tools Access to Training Materials Presentation Tools Types of Apps: Pharma Detail Rep

Staples Case Study Challenge –Improve communication regarding customer orders between the inside call center and outside sales force Solution –Web-based application with mobile component –Integration with several backend systems allows real-time order processing, sales data entry and synchronization, as well as customer credit approval Benefits –Increased efficiencies will save Staples up to $800K per year –Boosts revenues by increasing productivity of sales force –Dramatically improves customer satisfaction

Pharma Case Study Challenge –Build and implement full SFA solution for Sales Reps, Clinical Liaisons, and Sales / Marketing Management Solution –Tablet-based application with fully mobile component –Oracle Web2Go infrastructure with full SQL database on mobile device –Integrate into legacy systems & XML data feeds. Benefits –Tight integration between Sales and Marketing will help drive new drug release success –Access to all necessary information while on the road

Demo

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Define Success (participation, increased sales, ROI…) Get “User” Buy-in – Include the Detail Reps Prioritize the functionality Phase-In Development Ease of Use is critical Add Technology Where it Makes Sense Automate – Wherever Possible Project the Right “Image” What makes a new application successful?

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