Can a Closed Loop Marketing (CLM) Model improve SFE?

•

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Giovanny Leon

Business

Can a Closed
Loop
Marketing
(CLM) Model
improve SFE?

Giovanny León, Access & Commercial Director Novartis
Sales & Marketing Excellence Latin America Congress
28th-29th June 2012, Miami

What is CLM?

Page  2 Giovanny Leon | |June 29th 2012 Leon | | CLM29th Excellence LatAm29th 2012 | Sales
| CLM | CLM | Giovanny | Sales & Mktg 2012 | Sales | June Excellence LatAm
June | Giovanny Leon & Mktg
& Mktg Excellence LatAm

What is CLM?

Conection

Understan
ding

Improvement

Page  3 Giovanny Leon | |June 29th 2012 Leon | June 29th Excellence LatAm Excellence LatAm
| CLM | CLM | Giovanny | Sales & Mktg 2012 | Sales & Mktg

Page  4 | CLM | Giovanny Leon | | CLM29th 2012 | Sales | June 29th 2012 | Sales
June | Giovanny Leon & Mktg Excellence LatAm
& Mktg Excellence LatAm

How to take advantage of CLM?
| CLM | Giovanny Leon | June 29th 2012 | Sales & Mktg Excellence LatAm

CLM tool by excellence: the iPad
Page  6 | CLM | Giovanny Leon | June 29th 2012 | Sales
| CLM | Giovanny Leon | |June 29th 2012 Leon | June 29th Excellence LatAmLatAm
CLM | Giovanny | Sales & Mktg 2012 | Sales & Mktg Excellence LatAm
& Mktg Excellence

Do you have iPad implemented in
your FF?

1. Yes

2. No, but already
planned

3. No, we don t plan
any deployment

Page  7 Giovanny Leon | |June 29th 2012 Leon | | CLM29th Excellence LatAm29th 2012 | Sales
| CLM | CLM | Giovanny | Sales & Mktg 2012 | Sales | June Excellence LatAm
June | Giovanny Leon & Mktg
& Mktg Excellence LatAm

Closed loop marketing (CLM)

Page  8 Giovanny Leon | |June 29th 2012 Leon | | CLM29th Excellence LatAm29th 2012 | Sales
| CLM | CLM | Giovanny | Sales & Mktg 2012 | Sales | June Excellence LatAm
June | Giovanny Leon & Mktg
& Mktg Excellence LatAm

Implementation scenarios
a b

c

Page  10
| CLM | Giovanny Leon | |June 29th 2012 Leon | | CLM29th Excellence LatAm29th 2012 | Sales
CLM | Giovanny | Sales & Mktg 2012 | Sales | June Excellence LatAm
June | Giovanny Leon & Mktg
& Mktg Excellence LatAm

What scenario do you believe is the
best option for your organization?

1. Traditional

2. iPad w/o CLM

3. Full CLM

Page  11
| CLM | Giovanny Leon | |June 29th 2012 Leon | | CLM29th Excellence LatAm29th 2012 | Sales
CLM | Giovanny | Sales & Mktg 2012 | Sales | June Excellence LatAm
June | Giovanny Leon & Mktg
& Mktg Excellence LatAm

e-Call Phase I
implementation in
Venezuela

Page  13
| CLM | Giovanny Leon | June 29th 2012 | SalesCLM | Giovanny Leon LatAm29th 2012 | Sales
| & Mktg Excellence | June
& Mktg Excellence LatAm

Visited with iPad

Survey to 705 MDs in Venezuela, May 2012

15 | CLM | Giovanny Leon | June 29th 2012 | Sales & Mktg Excellence LatAm

Satisfaction

Survey to 705 MDs in Venezuela, May 2012

16 | CLM | Giovanny Leon | June 29th 2012 | Sales & Mktg Excellence LatAm

Preference

Survey to 705 MDs in Venezuela, May 2012

17 | CLM | Giovanny Leon | June 29th 2012 | Sales & Mktg Excellence LatAm

Top of Mind

4% 5% 18% 21% 21% 32%

Galeno Pfizer Sanofi Aventis Doesn´t Remember Others Novartis
≥ 3%:
Bayer, AstraZe
neca & MSD
are included

Survey to 705 MDs in Venezuela, May 2012
18 | CLM | Giovanny Leon | June 29th 2012 | Sales & Mktg Excellence LatAm

Interaction

Survey to 705 MDs in Venezuela, May 2012

19 | CLM | Giovanny Leon | June 29th 2012 | Sales & Mktg Excellence LatAm

20 | CLM | Giovanny Leon | June 29th 2012 | Sales & Mktg Excellence LatAm

Can a Closed Loop Marketing (CLM) Model improve SFE?

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Uneak White's Personal Brand Exploration Presentation

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Can a Closed Loop Marketing (CLM) Model improve SFE?

1. Can a Closed Loop Marketing (CLM) Model improve SFE? Giovanny León, Access & Commercial Director Novartis Sales & Marketing Excellence Latin America Congress 28th-29th June 2012, Miami

5. How to take advantage of CLM? | CLM | Giovanny Leon | June 29th 2012 | Sales & Mktg Excellence LatAm

9. Do we really NEED to implement CLM?

12. e-Call Phase I implementation in Venezuela

14. What is the real impact?

15. Visited with iPad Survey to 705 MDs in Venezuela, May 2012 15 | CLM | Giovanny Leon | June 29th 2012 | Sales & Mktg Excellence LatAm

16. Satisfaction Survey to 705 MDs in Venezuela, May 2012 16 | CLM | Giovanny Leon | June 29th 2012 | Sales & Mktg Excellence LatAm

17. Preference Survey to 705 MDs in Venezuela, May 2012 17 | CLM | Giovanny Leon | June 29th 2012 | Sales & Mktg Excellence LatAm

18. Top of Mind 4% 5% 18% 21% 21% 32% Galeno Pfizer Sanofi Aventis Doesn´t Remember Others Novartis ≥ 3%: Bayer, AstraZe neca & MSD are included Survey to 705 MDs in Venezuela, May 2012 18 | CLM | Giovanny Leon | June 29th 2012 | Sales & Mktg Excellence LatAm

19. Interaction Survey to 705 MDs in Venezuela, May 2012 19 | CLM | Giovanny Leon | June 29th 2012 | Sales & Mktg Excellence LatAm

20. 20 | CLM | Giovanny Leon | June 29th 2012 | Sales & Mktg Excellence LatAm

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Can a Closed Loop Marketing (CLM) Model improve SFE?

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