iPad Utilization in Pharma: Security and Measuring Effectiveness for Sales and Managed Markets Teams

STUDY OVERVIEW

Given the expanding role of technology and the increased usage of iPads by Sales and Managed Markets teams, it's critical for organizations to measure the effectiveness of these new devices and to ensure they are creating value for both the customer groups and the internal teams. Best Practices, LLC undertook this research to investigate the issues of security & assessing overall effectiveness for the iPad as a tool for Sales and Managed Markets teams. In addition, the study also provides a comparative view over the year 2011 that can help in future budgeting and strategic planning.

The research is focused on valuable metrics surrounding security and compliance issues faced while using iPad and measuring the effectiveness of the iPad in a sales and managed markets field setting. Executives can use this study to better evaluate their iPad strategy while ensuring their security procedures will protect confidential information.


KEY TOPICS

• iPad Security and Compliance
• Field Usage and Measuring Effectiveness

• Security procedure in place for misplaced or stolen iPads
• Current security response trigger in the case of misplaced or lost iPad
• Ability to remotely wipe iPad of all confidential information
• Oversight of system security for iPads
• Frequency in which electronic history is checked to ensure compliance
• Departmental oversight of electronic histories
• iPad field usage by field Sales and Managed Market teams
• Effectiveness of iPad for key field activities
• KPI's measured to assess the effectiveness of the iPad as a sales tool
• Estimated change in KPI performance since deploying an iPad
• Barriers to access and utilization of iPads
• Effectiveness of iPad presentation to a physician compared to a print material
• Change in customer perception of call quality since deploying the iPad
• Physician demographic most likely to be engaged during a rep visit which includes the use of iPads
• Effectiveness impact of iPads on national account and trade show interactions
• Current ROI status post iPad implementation

• Security Planning: Most of the benchmark partners have a security plan that is actively monitored. In 2013, at 95% of benchmark partners the security plan comes into action if the device is lost or stolen, compared to 89% in 2011. Some of the companies mentioned adding periods of inactivity (approximately 2 weeks) to the list of security triggers.
  
• Barriers to Usage: Similar to 2011, content remains a big issues for 51% of the 2013 partners. Apart from this, partners also consider system and software integration (51% ) and uses resistance (47%) as top hurdles in 2013.

If you purchase Best Practice Database document(s), you will have 30 days from the date of purchase to apply some or all of the cost of the document(s) toward the cost of a Full Access Individual, Pharma, Group or University Membership. Write us at DatabaseTeam@bestpracticesllc.com or call David Guinn at 919-767-9179 if you have any questions.