Automated Customer Relations Management
As patents on several well-known prescription drugs were about to expire, one of the world’s largest generic
pharmaceutical wholesalers needed to act fast in order to capitalize on these new drugs.
A special task force was charged with consolidating customer information and tracking sales contacts.
In addition, they needed to track, analyze, and forecast sales in order to effectively launch promotional
campaigns targeting specific customer groups.
However, this data was scattered throughout the organization in different formats, including Microsoft Excel
spreadsheets and DB2, Oracle, Microsoft Access, and Microsoft SQL Server databases. This data needed to be
consolidated and presented in a user-friendly system for the sales team as soon as possible.
Ten2Eleven relied on its business savvy and technical expertise to provide a quick and effective solution for
its client. By leveraging the existing strengths of Salesforce.com, which provides an intuitive interface for
salespeople and a powerful back-end for managing data, Ten2Eleven designed an automated system to aggregate the
necessary data and upload it into Salesforce.com every hour.
Ten2Eleven also developed a suite of customized, dynamic management reports to provide managers with key
indicators for assessing the effectiveness of promotional campaigns and sales calls. The finished applications
allow users from different business units to easily create and manage promotional campaigns.
Ten2Eleven designed, developed and implemented the entire project in just eight months—in time for the business
to reap the profits of the new products.
These systems, designed and implemented by Ten2Eleven, now facilitate tens of thousands of sales calls each year.
Within one year, over 200 promotional campaigns created which generated over $10 million in sales, an increase
of 28 percent for targeted customers.
All told, Ten2Eleven used its business and technical knowledge to dramatically improve their client’s
profitability by promoting generic pharmaceuticals.