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| At a Glance | |
|---|---|
| Parameter | Details |
| Company | Medley Pharmaceuticals |
| Industry | Pharmaceutical |
| Primary Goal | Standardize field execution, digitize reporting, automate expense management, and improve visibility across sales operations. |
| Key Challenges | Fragmented tour planning, non-sequential call reporting, manual expense handling, inconsistent doctor data, and limited real-time insights. |
| Solutions Deployed | SANeForce Pharma SFA: Tour Plan, Daily Call Reporting, Mobile Sequential Reporting, Expense Management, Common Doctor Module, Sample & Input Validation, Customized Reports, Customer Call Plan, Doctor Business Entry, Leave Entitlement, E-Quiz, and RCPA (Basic). |
| Key Results | Improved reporting discipline, faster expense processing, accurate doctor data, enhanced field productivity, and real-time decision support. |
Overview: Medley Pharmaceuticals & SANeForce
Medley Pharmaceuticals operates in a highly competitive pharmaceutical landscape where field execution, data accuracy, and timely insights directly influence performance. With a growing sales force and expanding doctor coverage, Medley recognized the need for a more structured and unified system to manage day-to-day field activities.
SANeForce, a pharma-focused Sales Force Automation platform, partnered with Medley to digitize and standardize its field operations. By introducing a mobile-first, validation-driven ecosystem, SANeForce enabled Medley to bring planning, reporting, expense control, and analytics onto a single, connected platform.
Operational Gaps: Before vs After Digital Enablement
| Before Implementation | After Implementation |
|---|---|
| Unstructured tour planning and daily activity tracking | Centralized planning with standardized daily reporting |
| Inconsistent call flow and reporting discipline | Controlled, sequential call reporting |
| Manual expense submission and approval delays | Automated expense workflows with faster turnaround |
| Multiple, inconsistent doctor records | Single, unified doctor database |
| Limited control over samples and inputs | Validated input tracking |
| Delayed, manual data entry | Real-time, system-driven reports |
| Lack of integrated engagement and market insights | Built-in E-Quiz and RCPA visibility |
Scope of Implementation
SANeForce deployed a comprehensive set of modules aligned with Medley’s field operations and reporting needs:
1. Tour Planning
Structured planning of daily and monthly field activities with improved managerial visibility.
2. Daily Call Reporting (DCR)
Digital capture of doctor interactions to improve consistency and reporting accuracy.
3. Mobile Sequential Reporting
Guides medical reps to log visits in predefined sequence, preventing skipped calls, ensuring disciplined and accurate field tracking.
4. Expense Management
Streamlined expense entry, validation, and approvals within the same platform.
5. Common Doctor
Ensures a single, consistent doctor’s data record, avoiding duplication and enabling correct doctor coverage across field teams.
6. Sample & Input Validation
Improved compliance by validating promotional inputs at the time of reporting.
7. Doctor Business Entry
Enabled tracking of doctor-level business contribution.
8. Leave Entitlement
Digitized leave tracking with entitlement visibility and approval workflows.
9. E-Quiz
Enhanced field engagement and product knowledge assessment.
10. RCPA
Provided structured insights into competitor presence and market activity.
Solution Delivered by SANeForce
Field operations were brought onto a single, structured platform that connected planning, reporting, and execution. Tour plans and daily calls followed a clear workflow, ensuring activities were recorded accurately and on time. Built-in validations and centralized doctor records helped reduce errors, prevent duplication, and maintain consistent data across teams.
Expense and leave processes were handled within the same system, reducing manual effort and improving approval turnaround times. Management gained access to ready reports without manual follow-ups, making performance tracking and decision-making faster. Engagement tools such as E-Quiz and RCPA supported better product knowledge and basic market visibility, helping field teams perform more effectively.
Business Impact
The SANeForce implementation delivered measurable improvements across Medley’s field operations:
✔ Stronger control over tour planning and daily execution.
✔ Higher data accuracy and reporting compliance.
✔ Faster, more transparent expense processing.
✔ Consistent doctor data across regions and teams.
✔ Reduced manual effort for medical representatives.
✔ Real-time insights for proactive management decisions.
Conclusion
By adopting SANeForce, Medley Pharmaceuticals successfully transitioned to a unified, digital-first field operations model. The platform brought structure, accuracy, and visibility to core sales activities while reducing operational friction for both field teams and managers.
This engagement reinforced SANeForce’s role as a strategic enabler, supporting Medley’s objective of building a more disciplined, data-driven, and scalable pharma sales ecosystem.