Cegedim Dendrite expands
CRM operations in India
Mobile
intelligence enables companies to capture data easily and build
institutional knowledge. The solution provides sales forces with a
robust set of customer relationship management capabilities that
promotes team selling, multi-channel customer management, information
sharing, field reporting, and analytics — all within a life
science-tailored mobile application that is easy to use.
Adil Vazifdar, account director of Cegedim Dendrite in India, says,
“India is one of the seven most important emerging markets in
life sciences. The domestic market is estimated to grow at a Compound
Annual Growth Rate (CAGR) of 10 percent per annum over the next 5-6
years and is expected to touch $13-15 billion (Rs 60,256-69,525 crore)
by 2015. When considering the kind of complexity that presently
prevails in the market place with more than 600,000 doctors and an
equal number of chemists it is no wonder that most life sciences
companies in India are looking at the best of breed customer
relationship management (CRM) solution.”
“Mobile intelligence is a modular system that allows
companies the flexibility to choose the most appropriate functionality
for the various roles in the organization and the diverse teams. It
offers modules that meet specific and evolving needs of the life
sciences customers around campaign management, key account management,
institutional sales (hospital) management and key opinion leader
management. Similar flexibility is provided from a technology
perspective since the system is available either as a SaaS (software as
a service) offering or as an on-premise solution offering. It is
available on various devices – desktops, laptops, netbooks
and other mobile devices like the PDA, Blackberry and the
iPhone,” adds Vazifdar.
Cegedim’s India strategy is to cater to companies spanning
across the entire life sciences spectrum. “We are seeing
different needs depending on where a company is in the sales force
effectiveness maturity cycle. On the one hand, there are multi-national
companies for whom CRM initiatives are driven at a global and regional
level and there is a greater focus on optimizing resources, especially
if they are in the growth phase; on the other hand, some of the
companies have been through the first phase of call tracking and are
now looking at new areas like superior targeting and segmentation,
improved effectiveness of campaigns, and new team structures to address
the changing landscape. Our strategy is to focus on these key areas of
needs,” says Vazifdar.
Having a market share of 35 percent in the life sciences space, Cegedim
Dendrite had invested in an offshore development center in Bangalore
more than five years ago. With close to 400 employees, the Global
Solution Center currently provides services ranging from product
development to end-user support.
Cegedim Dendrite’s activities are already activated in South
America and Africa. So far, APAC is the largest market for the company.
Cegedim has already established its presence in markets like Japan,
Korea, Australia, China and South-East Asia. In the APAC region, India
and China are the clear focus; and Korea, Thailand and Vietnam will
also be given importance in the future.
—
Nayantara Som in Mumbai