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AvantGo, Inc.
a provider of mobile enterprise software, introduces AvantGo
Mobile Pharma, a packaged mobile application specifically built
for the unique business processes of pharmaceutical sales representatives.
AvantGo Mobile Pharma is a powerful mobile application designed
to help pharmaceutical companies gain market share by dramatically
improving the quality of physician interactions and increasing the
productivity of their sales representatives. The mobile application
provides sales representatives with immediate access to the information
most relevant to them, including their existing sales force automation
(SFA) system, product and clinical data, prescription distribution
data, corporate intranet and the Internet on their handheld devices.
A number of new challenges have been posed to physicians and pharmaceutical
companies, including tremendous growth in pharmaceutical sales forces
over the last decade combined with 100+ new prescription drug introductions
each year, and, in North America, greater emphasis on direct-to-consumer
marketing. The same physician, in the same amount of time, has to
deal with more drugs, twice as many pharmaceutical sales representatives
and more extensive treatment input from the patient. High-prescribing
physicians can have up to 50 different pharmaceutical representatives
calling on them.
As a result, physicians are limiting face time, with 43% of visits
turned away, and the average time per detail in the U.S. has decreased
to two-to-four minutes, reports Hambrecht & Co. So, while the
number of representatives has doubled in the last seven years, Forrester
Research has reported that the number of visits to provide information
about a particular drug to physicians has only grown 15%, and thus
the cost of sales has increased substantially.
The pharmaceutical sales force has traditionally been the most
effective vehicle for driving prescription market share. However,
as physicians increasingly perceive that sales representatives take
too much of their precious time and provide insufficient data, pharmaceutical
companies are looking for solutions that enable their sales representatives
do their jobs more efficiently and effectively.
AvantGo Mobile Pharma Benefits Both Pharmaceutical
Companies & Physicians
Designed to streamline both workflow and marketing
processes, AvantGo Mobile Pharma delivers significant benefits to
both pharmaceutical sales organizations and physicians including:
- Improved quality of sales representatives' interactions with
physicians - AvantGo Mobile Pharma provides sales representatives
with immediate access to the most relevant prescription, product,
clinical and competitive information, making them much more valuable
resources for physicians. Sales representatives can also receive
alerts, pushed to their device, as well as access just-in-time
collateral, including the latest drug research and clinical data
to stay informed and ready for any type of physician interaction.
In addition, sales representatives can capture information directly
at the point of activity, providing brand teams a closed loop
physician feedback system
- Improved productivity of sales representatives - Electronic
sample management reduces sales representatives' paperwork and
eliminates error-prone, paper-based reporting, which improves
data collection and accuracy. AvantGo Mobile Pharma also facilitates
field team coordination and re-routing for cancelled calls. And
allowing sales representatives to prepare while on-the-go creates
much greater field efficiency
- Maximized return on SFA investments - SFA systems have traditionally
suffered from inconsistent user acceptance in the field. AvantGo
Mobile Pharma allows pharmaceutical sales professionals to utilize
their existing SFA system when it's convenient for them, thereby
driving much higher and more consistent end-user adoption. In
addition, AvantGo Mobile Pharma provides more than just standard
SFA information, maximizing the SFA systems' benefits for sales
representatives and giving them more reasons to use it.
"Pharmaceutical companies are striving to improve the quality
of their interactions with physicians, while at the same time improving
their bottom line," said Richard Owen, AvantGo's CEO. "Our
new application delivers the best of all worlds - improving physician
interactions, sales force productivity and the return on SFA investments,
all of which will improve the bottom line. AvantGo Mobile Pharma
is a clear indication of the trend toward broader mobility adoption
across the life sciences sector to address specific workflow needs
and business challenges."
AvantGo's unique technology is device agnostic - allowing all AvantGo
applications to work on any readily available handheld device on
the market, including Microsoft Windows Powered Pocket PCs, Research
In Motion's BlackBerry Wireless Handhelds and Palm OS-based handheld
devices - and is complementary to existing Sales Force Automation
(SFA) systems like Siebel and Dendrite. The AvantGo Mobile Pharma
solution operates both offline and online to maximize reliability,
and supports open standards, enabling IT executives to rapidly deploy
the solution for mobile use in the field. The AvantGo Mobile Pharma
application is the third packaged mobile application from AvantGo,
following the releases of AvantGo Mobile Sales and AvantGo Mobile
Delivery.
The new mobile application capitalizes on AvantGo's healthcare
and pharmaceutical industry experience and mobile expertise with
leading global enterprise customers, including Baxter Healthcare,
Aventis, AstraZeneca, Roche, Siemens Medical, Pfizer, Bayer, GlaxoSmithKline,
McKesson Corporation and more. AvantGo's customers include 10 of
the top 14 pharmaceutical companies in the world, three ranking
medical schools, large HMOs and healthcare systems, leading hospitals
worldwide and the world's leading healthcare service and technology
company. All of these companies are leveraging AvantGo solutions
to extend existing information and applications to mobile devices
in the field.
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