About Dawa Life Sciences
Dawa Life Sciences, established in 1994, is a leading Kenyan life sciences company specializing in pharmaceuticals and animal health. With operations across more than 20 African countries, Dawa manufactures and markets over 190 pharmaceutical formulations and animal health solutions.
As the company expanded, managing a growing field force, ensuring accurate reporting, and maintaining operational efficiency became increasingly complex. To address these challenges, Dawa partnered with SANeForce to implement a comprehensive Sales Force Automation (SFA) solution.
“Since incorporating the SANeForce system, our medical representatives have been able to provide more accurate reports on doctor coverage and joint workforce efforts. It has also improved the product detailing capabilities of our field force and made our master data more synchronized.”
Mutie Irene
Sales Force Administrator and Relationship, Dawa Lifesciences
Pre-Implementation Challenges
Dawa Life Sciences, a leading pharmaceutical and animal health company in Africa, faced operational challenges as it expanded across the continent. While digital tools were in place, the company needed better integration across systems to provide real-time visibility into MR activities, territory coverage, and market performance.
Expense management, though digitized, lacked full automation, causing delays in approvals and limiting financial transparency. Internal audits, despite available data, required extensive effort to reconcile reports and verify activity. Coordinating operations between sales, logistics, and finance teams remained complex, and leveraging field data to inform market entry strategies and resource allocation was challenging.
Additionally, the existing digital tools did not fully support interactive doctor engagement, activity tracking, or e-detailing, which limited the team’s ability to optimize field operations and promotional effectiveness. Dawa sought a solution that could enhance operational efficiency, compliance, and decision-making without disrupting existing digital workflows.
Strategic Solutions that Drove Results
To address these challenges, Dawa Life Sciences partnered with SANeForce to implement a comprehensive suite of solutions:
1. Daily Call Reporting (DCR) and Tour Planning (TP)
Enabled real-time tracking of field activities, improved territory coverage, and enhanced compliance with regulatory standards.
2. Expense Management via Mobile App
Streamlined submission and approval of field expenses, reducing manual errors and improving financial oversight.
3. SAN ZEN (E-Detailing) – Initial Implementation
Provided interactive, digital detailing tools for MRs to engage doctors efficiently and enhance promotional effectiveness.
4. Activity Tracking and User-Friendly Interfaces
Increased adoption among field teams and ensured accurate reporting of all sales and promotional activities.
These implementations replaced manual processes with automated workflows, improving accuracy, transparency, and operational efficiency across all departments.
What Resulted in?
The SANeForce solutions delivered immediate operational improvements for Dawa Life Sciences. Field representatives gained access to a mobile-friendly platform for reporting, expense submission, and e-detailing, which significantly reduced administrative tasks and enabled more time for customer engagement.
Real-time data tracking improved governance and compliance, while finance teams could quickly verify expenses and budgets. Territory planning and activity monitoring allowed management to make informed decisions about market expansion and resource allocation.
Key highlights of the results include
1. Improved Reporting Accuracy
Real-time DCR reduced errors and ensured reliable field data.
2. Enhanced Financial Efficiency
Mobile expense management accelerated approvals and minimized errors.
3. Operational Streamlining
Activity tracking and TP optimized sales coverage and resource utilization.
4. Effective Pilot of E-Detailing
SAN ZEN improved doctor engagement and promotional outcomes.
Impact / Outcome
The implementation of SANeForce solutions has had a lasting impact on Dawa Life Sciences’ operations:
1. Data-Driven Decision Making
Management can now analyze territory performance, doctor visits, and promotional effectiveness to inform strategies.
2. Higher Productivity
Field teams spend more time engaging with customers rather than handling administrative tasks.
3. Financial Transparency and Accountability
Automated expense workflows enhance oversight and compliance.
4. Market Competitiveness
Digital tools enable faster market entry, better engagement, and stronger growth in key regions.
Overall, SANeForce’s solutions have transformed Dawa Life Sciences’ operations, empowering field teams, improving financial management, and strengthening compliance, positioning the company for sustainable growth and innovation in the African pharmaceutical market.