Biotech with Elixir Solutions

Some facts about the industry

According to McKinsey, as a consequence of the public, political, media attention drawn to the sector in the context of COVID-19, the biotech industry is experiencing growth. It appears like a good investment at the moment. This will also lead to an increase in research on new drugs, medication, formulations, etc.

Another element that is trending in the sector is digitalization. This is something that can be a bit overwhelming for the commercial teams, as they are often not used to the digital channels of communication. Indeed, most of the time, they have a scientific background and are not used to the new practices.

By aligning the commercial teams and building the 360° customer view, Elixir helps companies in the biotech industry to outsmart competition.

Our solutions for Biotech companies

Implementing sales and marketing best practices

The marketing and sales teams are often constituted of people that have a scientific background, rather than a marketing or sales one.

At Elixir, we deem it our duty to challenge the existing commercial processes and compare them with known best practices. Guiding our Biotech clients and advising them on how to re-shape their ways of working, helps them to become more efficient and productive.

Deliver a personalized customer experience

The marketing and sales teams at the overall more traditional Biotech companies are often still operating in silos. Marketing sends out mailings in bulk to the entire database. Sales follows-up on incoming leads and creating proposals.

Commercial teams often have a lot of information on their leads and customers. Combining that information in a smart way creates opportunities to stand out from competitors when being in contact with these people.

For example, input from sales can help marketing to better segment and target leads with relevant products or services. Sales may see which leads are highly engaged with particular marketing collateral, ensuring a more personalized reach-out and focus on good quality leads.

Building on a 360° customer view

Biotech companies often use quite a lot of different tools. Depending on the business model, this can be ERPs, invoicing tools, project management tools, document management systems, ticketing systems, etc. This means these organizations gather customer data in different sources such as the interactions (emails, calls, meetings) that happened over the past with people that work there, which type of content these people are interested in, the products or services they bought, which complaints they had, …

When introducing a new CRM, we don’t see this as a standalone implementation but rather look at how it can integrate within the rest of the ecosystem. Being able to easily access all of that information from one centralized place is essential to get an edge over competition. It increases internal efficiency while driving more personalization and customer satisfaction.

Also, know that it can take time to build up this 360° view. That’s why we usually advise on starting with a phased approach and first implement the fundamentals, then expand.

Getting everyone on board

Implementing new processes and systems is not always easy. The biggest hurdle for companies usually is to get their employees to correctly work with the processes and systems, as it was intended.

At Elixir, we recognize this as one of the major challenges and take this into account during implementation projects. We recommend not overcomplicating the set-up and provide role-based training to ensure a smooth transition and user adoption. Also, after the go-live, we keep close contact to what people keep struggling with and how things can be optimized.

CUSTOMER CASES

How Elixir supported international biotech company Mabtech to digitize its commercial processes

Mabtech digitized its commercial processes by implementing HubSpot to support their Sales processes. Mabtech also needed an integration between HubSpot and Microsoft Business Central.

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client reviews

I highly recommend Elixir as a partner for complex projects. We had the implementation of our new marketing CRM, plus simultaneous related projects. They transform the complex into a well-organized project that you can easily follow step by step. The Elixir team knows very well their business and all problems that can happen and how to solve them. They guide you and support you with any questions you may have. For us is not only about their technical knowledge, but they are also an excellent human team. This is super appreciated when there is time pressure with complexity. We recommend Elixir 100% as a partner if you have a challenging project. Best choice!