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Case study Company name: Aventis Pharma Deutschland GmbH
| Last updated: 22 Dec 2004 |
IBM Business Consulting Services helped Aventis Pharma, a European pharmaceutical company, increase sales, improve customer service and make its business processes more efficient by integrating its operational and analytical customer relationship management (CRM) solutions. |
Business need Aventis Pharma sought to optimize business processes, increase customer loyalty and integrate strategic goals into its daily operations. To do this, the company needed to align its operational customer relationship management system with its analytical CRM capabilities in order better track consumer trends, customer information and sales and product data. |
Key challenges Government regulations, a highly competitive environment and increasing sales costs were affecting the revenue of the sales departments and subsidiaries in Germany. |
Solution IBM Business Consulting Services The company's operational CRM solution was based on Siebel ePharma 7.5 while its analytical systems were based on a data warehouse with a Cognos front end. IBM Business Consulting Services integrated the disparate solutions using an Informatica ETL-tool to allow better front-end accessibility and analysis on comprehensive back-end data. |
Results Integrated data accessibility improved Aventis Pharma's ability to set sales targets, which lead to cost savings and increased sales. More efficient processes lead to additional cost savings and improved customer service. |
Customer information | Aventis Pharma Deutschland GmbH | | Aventis is a global, leading pharmaceutical company with headquarters in Strassburg, France, and more than 69,000 employees worldwide. Aventis Pharma is the division responsible for prescription drugs, human vaccines and therapeutic proteins businesses. Aventis Pharma Deutschland GmbH is the German division of the company. |
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