Vision Pharma CRM solution for Pharmaceutical Companies

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The Pharmaceutical Industry comprises different fields including the development, manufacturing & marketing of medicines. These interdependent fields of CRM Pharma industry consist of manufacturers, marketers, & biotechnology companies. The CRM Solution used by them depends on the nature of their sales processes.

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In the following section we are describing the players in CRM Pharma industry and CRM Solutions they typically use.

Drug Manufacturers

Drug Manufacturers include Active Pharmaceutical Ingredients (API) and Formulations Manufacturers and they further classified into:

1) Active Pharmaceutical Ingredients (APIs) Manufacturers:

The raw materials used to manufacture medicines are called Active Pharmaceutical Ingredients. Generally, large setups make APIs because these capital-intensive materials require special environmental conditions. The API manufacturers sell to Generic drugs and patented drug manufacturers. The API companies follow a B2B sales process and also track the post sales activities in their CRM.

2) Patented drugs manufacturer.

The patented drug companies develop these medicines through in-house research & development (R&D) or licenses from other firms and then manufacture the drugs under licenses from patent holders. Patented drugs have high profit margins. These companies either market directly or through other marketing companies. These companies follow an indirect B2C sales process.

3) Generic drugs manufacturer:

The Generic Drug Manufacturers sell off-patented, cost-effective drugs at low prices using no specific brand name. They mostly sell to marketing companies who sell under their own brand. These companies follow both B2C and B2B sales process.

CRAMS (Contract Research And Manufacturing Services):

The CRAMS companies that provide the contract services conduct research or to manufacture drugs under licenses from other companies. They provide these services to other drug manufacturers and mostly engage in business to business sales. Similar to API these companies track the post sales activities – especially the project completion and revenue pipeline.

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