We delivered a paperless selling platform for a global pharma
CASE STUDY
Key Achievements
- 90% reduction in paper brochure print and distribution costs
- Distribution speeds reduced from 2 weeks to less than 1 minute
- iPad sales app developed and launched within 3 months
- Rolled out to sales teams in 7 other countries
- Used by over 194 staff for over 8 years
Summary
Fresenius saw an opportunity to use iPads to reduce the cost of sale, reduce print and distribution costs, and speed up the brochure update cycle for their line or pharmaceuticals and kidney dialysis machines.
Fresenius approached Pocketworks to help develop the mobile app, web portal and CRM integrations to make the idea come to life.
The Challenge
When supplying the NHS trusts, companies such as Fresenius are under strict legal compliance to provide accurate information about how their products perform in a medical environment. Printed brochures can get out of date quickly, and re-prints are a necessary cost when working with paper.
The Work
To help facilitate legal compliance, it was important to design the iPad app in such a way to make updating and distributing information a low-friction activity. The first step was too look at how their marketing brochure product processes worked, and ensure the solution didn't require a change in well established processes involving teams in marketing, legal and sales.
The Results
- 90% reduction in paper brochure print and distribution costs
- Distribution speeds reduced from 2 weeks to less than 1 minute
- iPad sales app developed and launched within 3 months
- Rolled out to sales teams in 7 other countries
- Used by over 194 staff for over 8 years
- Paper brochures replaced with digital across 4 UK divisions
- Over 80,000 sales calls logged
- All sales aids, fact sheets and price lists under content management
- Closed Loop Marketing report enabled marketing to spot problems in how content was being used, which were then corrected
- Rolled out to sales teams in 7 other countries
- Used by over 194 staff for over 8 years
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