Solutions for Life Sciences

Your sales reps are offering a growing number of products to sales targets — but they're spending less time with each physician. To stay ahead of the competition, sales reps need to continually sharpen their go-to-market strategies and five-minute product pitches.

Incentive compensation programs are critical to the sales efforts in this industry — and Callidus Software allows life sciences companies to create and implement compensation plans that meet their unique corporate goals. Three of the 10 largest pharmaceutical manufacturers in the world use Callidus to maximize their sales and incentive performance, enabling them to:

  • Drill down into performance for specific plans and sales sectors
  • Maximize sales coverage using geographical territory optimization
  • Customize and refine strategies for precise target markets.
  • Manage programs for many product lines across complex territories, meeting the demands of fluid sales structures

For pharmaceutical and biotech organizations, Callidus Sales Performance Management is available on-demand from IMS Health, the world’s leading provider of market intelligence to the pharmaceutical and healthcare industries, deployed as IMS’ software platform for IMS’ global sales force incentive compensation offering – IMS Precision Compensation™. This solution combines IMS’ unmatched market insights with Callidus’ industry-leading sales and incentive performance management products, services and expertise. Visit the IMS Health website for more information on IMS Health sales force effectiveness solutions.

 

"After thorough evaluation, we found Callidus On-Demand delivered the best underlying technology to support the Precision Compensation offering. In sales force incentive compensation, flexibility is paramount. The Callidus software solution enables IMS to deploy a client offering that helps pharmaceutical companies lower their total costs, implement more effective sales plan design and cut time to market for incentive compensation payouts – important fundamentals that drive our clients’ ability to achieve intended sales results."

— Sati Sian,
Global General Manager,
Sales Force Effectiveness at IMS Health

 

In life sciences, rewards and contests help super-charge new product introductions and drive competitive wins and market-share gains. Territory management is vital to ensure the proper coverage models for categories of medications and groupings of physicians. Often as many as seven different sales representatives from one company call on the same doctor.

 

"In the highly competitive and regulated Life Sciences industry, driving revenues aligned to corporate goals and with governance guidelines is paramount. Callidus has distinguished itself as providing the best SPM solutions available. Our customers are looking for proven solutions and have noticed that offerings from other SPM providers lack the performance, analytical capabilities and flexibility required …"

— Patrick Retif,
Executive Vice President of Client Solutions, HighPoint Solutions

 


What life sciences business challenges does Callidus solve?

  • Quickly acquiring detailed training on new products
  • Leveraging geographical data when developing sales and marketing strategies
  • Maintaining an auditable record of drug sales to comply with government regulations
  • Managing territorial splits and account reassignments

 

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