Major points of the pilot were:

• Integration of complex customer segments (e.g. hospitals and hospital departments, practises, pharmacies, institutions) into salesforce.com
• Contact profiling that addresses the specific requirements of pharmaceutical companies (e.g. from doctors, pharmacists, medical and administrative personnel)
• Sales Force Management (e.g. visit planning and reports)
• Key Account Management (holistic and interdepartmental evaluation of customers)
• Realization of specific requirements of different divisions in the area of clinic and the private practice setting
• Integration of an internal ERP solution
• Replacement of existing isolated applications
• Test and introduction of mobile devices for sales representatives

 
All divisions at Baxter have participated in the pilot project. The close cooperation with Baxter enabled ClientHouse to create an individual, salesforce.com-based information system designed for the pharmaceutical industry, which optimally meets the requirements of all these divisions.

Thus, the pilot phase had been an important milestone for the corporate CRM strategy at Baxter in Europe. After having successfully finished the pilot phase, ClientHouse has recently launched the roll-out for all divisions.

The contribution of ClientHouse during pilot phase and roll-out embraces both business process analysis, planning and project management as well as implementation, training and support.