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GLENMARK

https://cio.economictimes.indiatimes.com/news/strategy-and-management/how-edsel-pereira-
revitalized-glenmark-pharmaceuticals-with-a-booster-dose-of-it-innovations/65215195

Glenmark Pharmaceuticals Signs 5-Year CRM Contract

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Jan 06, 2011 | CRM Software News | 0 comments

Glenmark Pharmaceuticals has signed a 5-year agreement with Data3s for CRM, a customer relationship
management and sales force support platform.

Glenmark Pharmaceuticals is a global, research-driven company with its headquarters located in Mumbai, India, and
is one of the main generic medicine providers in central Europe. The company employs over 4100 people around the
world and has branded generic formulation interests in more than 95 countries, including India, Europe, Brazil, Latin
America, Russia, Africa and Asia.

Glenmark Pharmaceuticals recently began searching for a system that would support the management of other fields,
such as medical samples distribution and the distribution of financial documents. Glenmark also wanted a system that
would be cost effective.

Glenmark’s National Sales Director shared in a statement that the company is sure the CRM system will be beneficial
for the sales, marketing and financial departments and is excited to see the impact this new CRM platform can make.

Data3s, a pharmaceutical CRM company and the creator of eluzzion CRM, proved to be the right fit for Glenmark
Pharmaceuticals. The eluzzion CRM solution is a fully integrated CRM/BI solution for pharmaceutical companies with
support for financial, logistics and HR decisions.

According to Data3s’ Sales Director, the company is most effective with its CRM solutions when it can serve
numerous countries and corporate affiliates together. The company believes this allows for greater standardization
without losing the unique demands of each individual country. When more countries operate on the same platform,
top management and headquarters tend to be more interested in what is going on in their region.

Data3s believes that its latest developments and now the 5-year contract with Glenmark, reflects the quality of their
CRM product and the growing strength of the business.

https://www.newswire.com/glenmark-pharmaceuticals-ltd-renews/142871

Contract With Data3s In Two European

Countries
Data3s, a leading provider of customer relationship management
solutions for the life sciences, today announced that the Czech and
Slovak offices of Glenmark Pharmaceuticals Ltd. have renewed their
contract for another three years.
PRESS RELEASE NOV 28, 2011

November 28, 2011 (Newswire.com) - Data3s, a leading provider of customer relationship

management solutions for the life sciences, today announced that the Czech and Slovak
offices of Glenmark Pharmaceuticals Ltd. have renewed their contract for CRM and related
services for another three years.
"We renewed our contract because we are extremely satisfied with the quality of Data3s'
products and services," said Jiřà Havránek, General Manager of Glenmark Czech
Republic and Slovakia.

Havránek cited the rapid and ongoing changes in the Czech and Slovak markets as the
primary reason for expanding the contract to include even more products and services from
Data3s, saying:

"While we are extremely satisfied with the modules we've had so far, we need more tools to
help us improve our sales force effectiveness in a new and changing environment. This is
why the renewal of the contract represents not just an extension of the previous contract,
but an expansion into a whole new set of products and services."

Glenmark's extended contract provides a number of new offerings from Data3s, including
an upcoming SaaS CRM solution for mobile devices (eluzzion Mobile) to be launched early
next year, as well as extended applications for Clinical Trials, Key Account Management,
and a fully-integrated Closed Loop Marketing platform for tablets.

"CRM is critical to our ability to maintain competitiveness in our markets," Havránek added,
"and we are confident that Data3s will provide us with the best tools for our markets."

Speaking from Prague, AntonÃn LukeÅ¡, CEO of Data3s, said, "This contract renewal was
symbolically very important to us. Glenmark was among our first customers when we
started out, and we greatly appreciate the confidence in our work that Glenmark has shown
us. We will absolutely strive to continue to meet and exceed their high expectations."

About Glenmark Pharmaceuticals Ltd.:

Glenmark (GPL) is a research-driven, global, fully integrated pharmaceutical company

headquartered at Mumbai, India. We employ over 4100 people across the globe, with
branded generic formulation interests in over 95 countries across the world including India,
Europe, Brazil, Latin America, Russia/CIS, Africa and Asia.

About eluzzion CRM:

eluzzion CRM is an innovative customer relationship management solution for life science
organizations that boasts one of the most complete and user-friendly interfaces in pharma.
A preferred solution of global generics companies, eluzzion CRM is the leader in complete
front-to-back end CRM, complementing robust campaign management support with
advanced sales analytics, expense management and business intelligence tools, as well as
integrated e-Learning, clinical trials management, and closed loop marketing platforms.

https://www.amuratech.com/digital-solutions-for-pharma-and-healthcare-sector

About eluzzion CRM

Data3s is an IT solutions provider that offers services and expertise to a variety of

customers and industries. Eluzzion CRM, the company’s customer relationship
management (CRM) software, provides tools for a wide range of sales, marketing
financial, human resources, and IT companies. It is available as either a software-as-a-
service platform for mobile and tablet devices or an on-premise client for computers that
run Windows.

As its range of users suggests, eluzzion offers a variety of use cases under one CRM
platform. For sales representatives in the field, this software lets users prioritize sales
targets based on segmented profile data that includes value and profitability forecasts.
Eluzzion also lets sales representatives record visit frequency and share activity data.
Marketing features connect sales representatives with their company’s marketing efforts
through instant access to online dashboards and web reports. This information helps
both sales representatives and in-office marketers determine the optimal contact
frequency and establish customer preferences. For pharmaceutical wholesalers,
eluzzion provides expense management tools that record, track, and manage sales
force related expenses, creating an accurate cost-per-product analysis that measures
promotional activity against revenue for a detailed explanation of RIO. This expense
tracking feature also helps companies view financial information in real time as it relates
to each phase of the sales funnel. Eluzzion’s human resources capabilities include
seamless aggregation of employee performance data based on key performance
indicators and generates reports for easy comparison and analysis. The CRM
software’s analytics also calculate the value each doctor has to your business and
aggregates warehouse and stock data into reports.

Glenmark Pharmaceuticals is a global pharmaceutical company that employs 4100

people around the world. Glenmark has utilized Eluzzion’s CRM since 2009 in its Czech
Republic-based subsidiary. Glenmark’s country manager for the Czech Republic
reported that 98% of users rated Eluzzion’s system excellent or useful after initial
training. Glenmark was so impressed with Eluzzian that this same manager wrote a
letter of recommendation detailing each Eluzzion use case across his company.

http://www.repforce.in/index.php/about/

https://www.prlog.org/11193862-glenmark-pharmaceuticals-poland-signs-5-year-contract-for-eluzzion-
crm.html

https://www.slideshare.net/anandsubramaniam/crm-implementation

https://ismguide.com/clients-partners/ism-case-studies/roche-crm-strategy/

https://www.computerworld.com.au/mediareleases/4320/roche-chooses-stayinfronts-crm-solution-in-
11-euro/

1. Most of the pharmaceutical companies develop relationship building programs with physicians so
that in times of increased competition, they can successfully retain their current customers.
Detailing has a positive and statistically significant effect on the number of new prescriptions
written by a physician. The single most effective way that pharmaceutical companies can
influence physician decisions is through the use of detailing by Pharmaceutical Sales
Representative (PSRs).
2. Physicians are worried about the marketing bias in the information presented to them by sales
representatives. Due to this, over the past 2 years, 38 % of the surveyed physicians have decided
to make less time for sales representatives. These might include educational materials for
patients, unbiased scientific information and continuing medical education, funding and practice
management support. Using the CRM platform and salesforce mobility tools, the interaction
between all parties can be personalised and thus retained. Multi-channel integration can ensure
 that knowledge of all contacts is shared, for example a representative will know if a doctor called
the call centre last week with a medical enquiry.
3. Acting as relationship managers rather than merely messengers, a well-trained salesforce is
encouraged to unleash their human sensitivity and form real and honest bonds with this principal
group of customers.
4. It is found that pharmaceutical companies are struggling for developing and maintaining
relationship with stakeholder (especially practitioners and retailers).Thus, if pharmaceutical
company want to expand their business they should look forward for developing and maintaining
relationship with stakeholder.
5. Large and small pharmaceutical companies, independent pharmacies, and medicine wholesalers
(distributors) are perhaps the most critical players in the pharmaceutical industry. All three of the
industry’s front runners face multiple challenges. But, some common tools come to their aid and
help meet business needs. These tools are customer relationship management solutions.
6. CRM Practices involve