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From drug pusher to healthcare provider… the future of sales reps

From drug pusher to healthcare provider… the future of sales reps. MORTEN HJELMSOE. CEO Agnitio. Presentation >. FOLLOW ME: @ AgnitioCLM @ hjelmsoe. From drug pusher to Healthcare provider - the future of the sales reps?. Agnitio - technology to enable individualized communication.

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From drug pusher to healthcare provider… the future of sales reps

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  1. From drug pusher to healthcare provider… the future of sales reps • MORTEN HJELMSOE • CEO • Agnitio Presentation > FOLLOW ME: @AgnitioCLM @hjelmsoe

  2. From drug pusher to Healthcare provider - the future of the sales reps?

  3. Agnitio -technology to enable individualized communication • 12 years healthcare focus experience • 50+ country installations • 27.000+ end users(60% from last year) • Network of over 150+ agencies worldwide • Global customer support in multiple languages (English, French, Spanish, Japanese, Chinese) • 4 regional offices (EU, NA, SA, Asia) and country locations • 25% of headcounts in R&D • Plug-in with 3rd party systems – CRM, CMS, LMS, BI, ERP….

  4. Setting the Scene: From features to outcome Feature oriented Outcome oriented

  5. Relevance shift in communication Communication based on relevance for: Company Customer One-way message delivery Two way – dialogue Co-creation

  6. Technology to drive individualization

  7. Technology to hold more knowledge

  8. No Time for Nonsense

  9. What’s not workinganymore, Shout marketing

  10. The only one who knows what’s relevant for you is you…

  11. Increase Value = Individualize VALUE

  12. Making it matter… Profile Learn Adapt Deliver

  13. Profile Learn Adapt Deliver

  14. Profile Learn Adapt Deliver

  15. Profile Learn Adapt Deliver

  16. Profile Learn Adapt Deliver

  17. Continued Communication • Face to face • Microsite • smartphone • Webinar • 2nd Face to face

  18. How to move from Push to Pull The rep is the best pull agent you’ll ever have Face-to-face (push driven) Amount of knowledge to bring across 2012 Soon

  19. Land – and expand

  20. Relate - Profile and Recruit Post-call page showed by the rep... ...leading to a personalizedchannel based on qualification

  21. Individual Microsite Welcome Dr. Petersen

  22. Individual mobility • All the material out there in the web is of potential interest • The HCP rarely has the time to deep-dive when stumbling upon good content • You don’t know who is reading your articles at what time • Uniqueness to the customer • Providing services to your peers • Offering content at a convenient time • Being remembered as a partner understanding the customers’ needs • Objectives • Providing an easy solution to mark articles, videos and tools in your universe as interesting • Transfering these items into a private share app on a mobile device • Making it accessible at a convenient time

  23. Co-create to customers customer… Create tools Recruiting patients Interaction

  24. Examples

  25. Turning every encounter into a lesson learned If youarehaving a poor conversation, you’re not going to capturerich data

  26. Something about data

  27. Designing eDetailers intelligently, enables you to capture valuable insights on an individual and market level…

  28. … Based on data captured, clients are able to segment its customers on relevant dimensions…

  29. … Measuring customer specific data allows the field force to deliver targeted messages, reflecting individual beliefs and needs

  30. Thankyou Morten Hjelmsoe mh@agnitio.com

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