Sify automates Organon's Sales Force

In order to optimally fulfill the company's needs, Sify customized its SFA (Sales Force Automation) solution to offer a scalable framework.

Organon India is a global company with a history of 36 years of rich experience in the Indian market. Organon India has Zonal Offices in the four major metros to support the company's sales force and serve customers and all other stakeholders in an efficient manner. The company operates through toll manufacturing units located in Mumbai, Hyderabad, Goa, Kolkata and Mehsana (Gujarat). For distribution of the products across the country, the company operates through its four zonal offices, one distributor Martin & Harris Ltd. having offices at 17 locations plus two C&F agents.

Challenge : Sales operations of Organon India involve a hierarchy starting with Field Representatives working in assigned territory at District level, with overall supervision of Zonal Sales Manager and Zonal Commercial Manager. Key business processes involved are - Sales Target Tracking, Free Sample Distribution as per allocations, Leave Management, Tour Expense & Claims Reimbursement, Doctor Meetings to promote products, Daily Call Reports, etc. Organon was handling these interactions in standalone manner with discrete data banks before Sify implemented a Sales Force Automation (SFA) System.

Sify SFA Solution : Sify has provided Sales Force Automation solution to several companies. In order to optimally fulfill needs of Organon, Sify customized its SFA solution to offer a scalable framework. The key aspects handled in the design are -

• Role based access - Various administrative and functional rights are assigned to roles and each user is allocated suitable role. For example, Zonal Manage can see aggregated reports for Zone while District Manager would be able to see reports only at district level.
  
• Modular Structure - System has been designed to support various workflows. Single System supports Sales Targets Tracking, Leave Management, Claims Reimbursement, Sample Management, etc.
  
• Geography Management - System allows business users to manage territory in line with workflow followed to suit sales structure. Links are mapped in tree structure with aggregation of rights at various levels.
  
• Detailed Reports - Various reports have been developed to provide standard and exception cases for effective business controls.
  

Choice of Microsoft Platform

Sify analyzed the requirements of Organon and considered Microsoft .Net Platform for development of SFA based on following factors -

• Speed of access - Application required indexing on multiple parameters which is supported
• Ease of porting data from legacy system
• Scalability in terms of access from various offices of Organon
• Short Time for development
• Available skilled resources
• Standard components of .Net available
• Web service interface for data exchange
• Low cost of ownership
• Wide pool of resources to support

• Parameterized structure
• Optimal time to handle changes requiring new developments

Technology Framework & Architecture

• Based on .Net Framework with MS SQL Server 2000 as database.
• N-Tier architecture with generic components to handle Database Connectivity and Errors.
• Client side connectivity to the database through Web Service using SOAP.