Digitalization of sales
Challenge
The customer is a leading Germany-based pharmaceutical company with a long-standing tradition, specializing in high-quality OTC products and driven by a strong commitment to innovation, quality, and growth. They worked with an exclusive distribution partner in another European country until the fourth quarter of 2023. Since products were sold through dedicated Area Managers, the CRM infrastructure was impacted as well.
To streamline operations, the company set out to map the entire foreign sales operation in Veeva CRM, leveraging Salesforce as the foundation. This project required analyzing and optimizing the foreign sales processes while ensuring full alignment and unification with domestic sales processes. As part of the optimization, Seeburger had to be replaced by Talend as the middleware. The focus was on consolidating data and creating a user-friendly structure for the sales team by efficiently mapping the sales processes.
Solution
Building on the successful long-standing partnership between the client and DIGITALL, the teams decided to launch a follow-up project in mid-2023. Leveraging Salesforce, Veeva CRM, and VEEVA VAULT, they kicked off a value-driven analysis phase.
Following the initial scoping, they began integrating parts of the foreign sales organization into the existing CRM structure. Another partner handled the middleware replacement, with DIGITALL providing joint support.
To enhance data security, the team introduced new customer types along with a refined authorization model. The expanded territory management - now including an additional data provider - enables a comprehensive 360° view of customer data.
The Area Managers can now access and track sample distribution rules even offline. The client now operates a fully digital, end-to-end sales process, thanks to the seamless integration of order management and CRM, along with automated imports of new products and pricing rules.
