Dendrite's WebForce Express(TM) Sales Channel Management Solution Sees Rapid Market Adoption in United Kingdom
Experiencing rapid domestic and international adoption, WebForce Express is a sales force software solution that is designed for rapidly growing companies through its intuitive usability, low cost of ownership, and speed of implementation. It enables clients to manage sales force activities by providing representatives with a single, centralized location for accessing and analyzing product, sales, and customer information; identifying target customers for sales campaigns; and recording details of representative/customer interactions.
Component applications include ForcePharma Express(TM), which provides rapid access to customer and other business intelligence information; ForceMobile Express(TM), a PDA solution optimized for ultra-portability, instant data access, and lower hardware ownership and maintenance costs; ForceAnalyzer Express(TM), a data visualization and analysis solution; and ForceAdministrator Express(TM), a territory management application.
"Pharmaceutical companies are increasingly seeking more than just a vendor of software technology; they select complementary companies capable of working in partnership and taking active responsibility for developing their competitive edge," said Jim Datin, Dendrite Senior Vice President, Europe. "It is at this point where Dendrite's industry knowledge and technology expertise can truly guide clients."
ALTANA Pharma UK
ALTANA Pharma UK, part of the international research-based
pharmaceutical group, ALTANA Pharma AG, has begun deployment of
WebForce Express to its 170-member UK sales force.
"WebForce Express gives us a complete system for managing our complex sales force requirements, which include data-sharing to aid with co-promotions and sequential selling," said ALTANA Pharma UK Managing Director Jonathan Fairley. "Our representatives and managers can now deliver highly targeted and meaningful messages to keep physicians moving up the adoption ladder, while meeting our vision of investing in patients, which puts the patient at the center of everything we do. In Dendrite, we recognized the technology, market expertise, and level of dedicated support needed to achieve our objectives. The mobile aspect of this implementation is of particular significance in allowing us to easily disseminate information to our sales force. The benefits we expect to derive in terms of increased productivity cannot be overemphasized."
As a convenient and cost-effective alternative to face-to-face training, Dendrite will provide Web-based instruction in software skills, product selling, and competitive positioning to the ALTANA Pharma sales force via an integrated software and service offering. By learning how to optimize use of software solutions and receiving up-to-the-minute product education, the sales force will better maximize its technology investment, enhance internal communication, target the right physicians, and deliver stronger, more relevant messages. The Web-based approach is designed as a unique ongoing learning continuum for monitoring employee performance and knowledge retention and ensuring that training positively impacts representatives' on-the-job performance.
Napp Pharmaceuticals
Napp Pharmaceuticals, a leading developer and manufacturer of
analgesic and cardiovascular medicines based in Cambridge, selected
WebForce Express for its 200-member sales force after requiring a
comprehensive platform from which to build a full customer-centric
system and replace an existing electronic territory management system.
"Our objective was to work with a vendor whose technology could develop a competitive advantage by turning raw data into actionable information, enabling our company to become more customer-focused," said Suzanne Millard, Napp Pharmaceuticals Sales Information Manager.
"We looked at several companies, with special weighting given to pharmaceutical experience, understanding of our business, quality of reference site visits, and cost. We were impressed with the quality and breadth of Dendrite's product and people. Dendrite is now our selected platform upon which we shall build and grow."
Dendrite will provide both companies with specialized local support services from its office in Theale. These include development/implementation, training, operations management, and production control. Dendrite UK, which provides sales channel management solutions to 19 pharmaceutical companies representing more than 4,200 users in the United Kingdom, also maintains offices in Rugby and Loughborough and employs more than 170 people.
About ALTANA Pharma
With 30 subsidiaries and associate companies in Europe, North and
South America, as well as Asia, ALTANA Pharma supports medical care
around the world. In 2002 ALTANA Pharma, which is headquartered in
Konstanz, Germany, reached EUR 1.9 billion in sales; had more than
7,500 employees, and spent EUR 335 million on research.
ALTANA Pharma opened its UK offices last July and in its first year has experienced rapid growth -- the company currently employs over 200 people.
About Napp Pharmaceuticals
Based in Cambridge, United Kingdom, Napp Pharmaceuticals has an
international reputation for innovative research and development,
particularly in controlled-release systems and alternative drug
delivery techniques, for European and international markets. The Napp
Pharmaceutical Group (Napp) is part of a worldwide organization of
pharmaceutical companies, which have sales of approximately $1.5
billion. Sales of products by agents and licensees, which earn
royalties, account for a further $400 million. For more information,
visit www.napp.co.uk.
About Dendrite
Dendrite develops and delivers solutions that increase the
productivity of sales, marketing, and clinical processes for
pharmaceutical and other life science clients. For more information,
visit www.dendrite.com.