Leading Pharmaceutical Firm Creates Comprehensive Customer View and Facilitates Coordination across Sales Units
SAN MATEO, Calif.--(BUSINESS WIRE)--Feb. 9, 2004-- Siebel Systems, Inc. (Nasdaq:SEBL - News), a leading provider of business applications software, today announced that Novartis Pharmaceuticals Canada, a subsidiary of the Novartis Group, has standardized on Siebel Pharma Sales as part of an initiative to create a world-class customer relationship management (CRM) environment. The CRM initiative will play a key role in helping the firm achieve its goal of becoming the top pharmaceutical company in Canada.
"With Siebel Pharma Sales, we now have a common platform across all our sales units," said Daren Wilson, Manager, Sales Force Automation, Novartis Pharmaceuticals Canada. "Everyone who touches the customer has a complete customer view, which has enhanced our ability to deliver a consistent marketing message. In the second phase of our implementation we plan to deploy robust analytical tools that will help us drive business by identifying and focusing additional resources on high-value customers."
Novartis Pharmaceuticals Canada selected Siebel Pharma Sales after an exhaustive analysis of current needs and an evaluation of leading sales force automation tools. Primary reasons for its decision included Siebel Systems' leadership in the CRM space, extensive industry-specific functionality, and best-practice processes built into Siebel's pharmaceutical applications, as well as the ability to adapt Siebel technology to meet changing business needs. Novartis Pharmaceuticals Canada's CRM initiative involved rethinking pharmaceutical sales processes, which led to the decision to choose a CRM solution -- Siebel Pharma Sales -- that would support a new customer-focused selling model that closely aligned sales and marketing.
Working with systems integrator Skura and a Siebel technical account manager, Novartis Pharmaceuticals Canada completed the deployment in just five months, rolling the system out simultaneously in both English and French. Since going live with Siebel Pharma Sales in October, sales force satisfaction with the SFA system -- measured at 18 percent with the organization's previous system -- has risen to 90 percent.
Siebel Pharma Sales is delivering substantial improvements in sales productivity and in the coordination of efforts across the firm's 11 sales groups. The 400-person sales organization now has comprehensive sales force automation tools to assist in day-to-day selling activities. Additionally, all sales groups have full visibility into the activities of other groups and target lists of individual sales representatives, which enables groups and individuals to co-promote products.
Novartis Pharmaceuticals Canada also is reporting an improved ability to plan and execute coordinated marketing campaigns. Previously, field sales units were not aware of speaker or medical programs scheduled by other units. Consequently, sales units sometimes scheduled events at conflicting times -- in essence, competing for the same physician's business. With Siebel Systems, the sales units are able to coordinate their efforts to get the right doctors to each program, ensuring maximum return from each event.
"With Siebel, we've taken a huge step in making our vision of becoming one of Canada's leading pharmaceutical firms a reality," said David Rylett, who served as the Director of Field Operations, Novartis Pharmaceuticals Canada at the time of implementation of the Siebel system. "We have significantly improved our collection and sharing of customer profile and contact information, which translates directly into higher sales force efficiency and increased productivity."
For more information about Siebel Pharma Sales, please visit www.siebel.com/pr/pharma.
About Siebel Systems
Siebel Systems, Inc. is a leading provider of business applications software, enabling corporations to sell to, market to, and serve customers across multiple channels and lines of business. With more than 3,500 customer deployments worldwide, Siebel Systems provides organizations with a proven set of industry-specific best practices, CRM applications, market-leading analytics products, and business processes, empowering them to consistently deliver superior customer experiences and establish more profitable customer relationships. Siebel Systems' sales and service facilities are located in more than 30 countries. For more information about Siebel Systems, Inc., or to review other customer success stories, please visit www.siebel.com.
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Except for the historical information contained herein, this press release contains forward-looking statements that involve risks and uncertainties. The success of the agreements and products described above and the future operating results of Siebel Systems may differ from the results discussed or forecasted in the forward-looking statements due to factors that include, but are not limited to, risks associated with new versions and new products, the availability of Siebel Systems' products and services, implementation of products and services, existence of errors or defects in products, rapid technological change, dependence on the Internet, significant current and expected additional competition and the need to continue to expand product distribution and services offerings. Further information on potential factors that could affect the financial results of Siebel Systems are included in Siebel Systems' Annual Report on Form 10-K, Quarterly Reports on Form 10-Q and its other filings with the Securities and Exchange Commission, which are available at www.sec.gov. Siebel Systems assumes no obligation to update the information in this press release.
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Source: Siebel Systems, Inc.