Sampling in the pharmaceutical industry was stuck in last century technology with a reliance on downloading PDFs, printing orders by physicians, ‘wet’ signatures, and faxing orders by physicians to distribution warehouses. This results in a time-consuming multi-step process that was rarely completed by physicians.
Situation – The need to drive sales efficiency and reach low, or no access physicians to provide qualified leads to sales reps. Challenge – For pharmaceutical commercial teams, reaching physicians with product samples was increasingly challenging. Solution – Utilize Acquia Cloud, DocuSign Part 11 Compliance, and 3rd party fulfilment vendor to develop a robust and compliant digital sampling solution to get pharmaceutical samples to physicians and their patients who need them.
NOVUSANA* is a mid-size, fully commercialized pharmaceutical company in Southern California.
*NOVUSANA is a fictional company representing the actual MOS client.
For commercial teams at pharmaceutical companies, reaching physicians with product samples has become increasingly challenging. According to an SK&A study, by 2020, less than half of HCPs may be accessible by a sales rep. The project had a few key goals, the first of which was getting samples in the right hands at the right time to drive better treatment outcomes, adherence and enhancing the service continuum. The second goal was driving sales efficiency and reaching low, or no access physicians to provide qualified leads to sales reps. While simultaneously controlling and tracking sample distribution through online validation and coordination with the distribution warehouse ensuring appropriate limits on provider samples while increasing access for HCPs and patients.
Sampling in the pharmaceutical industry was stuck in last century technology with a reliance on download PDFS, printing orders by physicians, ‘wet’ signatures, and faxing orders by physicians to distribution warehouses. This created a problem with speed, efficiency and follow-through with little to no sample requests made by physicians.
By using the Acquia Cloud enterprise environment we had security and compliance by design. In conjunction with the DocuSign part 11 compliant service, our team of engineers were able to develop API services between both platforms resulting in a secure service offering that connects healthcare providers and pharmaceutical brands like never before.
An average increase of 1,157% in organic Sample Requests year over year since launch
Hundreds of qualified HCP leads for the pharmaceutical sales force team
Adaptable to existing platforms and processes