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. |
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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.
| Benefits
to Organan |
- Regular usage by 300 plus Sales Team
members located across country
- Single Window System for diverse transactions
such as Tour Program Planning & Tracking
- Product / Process Related Query Management
with option to link into Knowledge Base
- Budget Allocation for Doctor Group
Meeting
- Doctor Group Meeting coordination and
follow up activity tracking
- Sales Entry
- Leave Application, etc.
- Highly customized reports and easy
way to manage exceptions
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