1. Sonoma Partners Life Sciences Manufacturing Overview
2016

2. Mega-Trends We’re Seeing in Manufacturing
eCommerce and Internet increasing competitiveness
B2B customers embracing B2C expectations (portals & self-service)
Companies looking for “best of breed” technology solutions

3. How Manufacturers Can Move Forward
Create differentiated customer and distributor experiences (personalized and self-service)
Run, don’t walk, to embrace new selling models
Make sure software systems can meet future business needs

4. CRM for Life Sciences Manufacturing
Sales Performance Management
Supplier & Customer Experience
Sales Efficiency
Process & guidance
Mobile access to customer and ERP data
Selling smarter (predictive)
Internal collaboration / customer success stories
Complex quoting
Dashboards
Activity tracking and measurement
Metrics and KPIs
Focus on strategic & profitable customers
Web-based portals for order status, case management and self-service
Joint supplier sales and closed loop marketing
Highly personalized experiences
Should add some content in Sales Efficeny about quoting

5. 26% 32% 26% 30% Typical Improvements for Manufacturing Companies*
Sales Productivity Improvement
Opportunity Volume Increase
Sales Cycle Time Decrease
Productivity Increase from Mobile
26%
32%
26%
30%
* Customer Relationship Survey conducted from October 2011 to March 2015 by an independent third-party Confirmit, Inc.

6. Sonoma Partners Life Sciences - Manufacturing Clients

7. Medline The Result: The Solution: The Challenge: About Medline:
Customer Success Story
The Result:
Users can access CRM in the field and while meeting with customers to provide accurate real-time data.
Consistent business processes to provide customers with a streamlined, informed sales experience.
The Solution:
Microsoft Dynamics CRM (On-Premise) for salesforce automation, marketing, and customer services.
Custom iPad app for 1,200 field-based salespeople to manage opportunities.
The Challenge:
About Medline:
Limited visibility into their customer and opportunity base without an existing CRM system or process.
Sales team struggled to upsell and cross-sell to existing customers without access to cross-department data.
Based in Mundelein, IL, Medline manufactures and distributes over 350,000 products to healthcare providers, including hospitals, surgery centers, physician’s offices, extended care facilities, and consumer sales.
Medline Project Fast Facts:
# of employees: 9,000
# of users in deployment: 1,500
Platform: Microsoft Dynamics CRM (On-Premise) + Custom iPad App