iPad Utilization in Pharma: Training, Integration and Productivity Apps for Sales and Managed Markets Teams

STUDY OVERVIEW

As technology continues to evolve, companies will look for ways to adopt processes and tools that improve marketplace penetration. To that end, the iPad has become a popular tool for sales and managed markets teams at biopharma and medical device companies. However, deploying iPads into the field requires significant planning, resources and training to make the investment a success.

Best Practices, LLC performed this research study to identify best practices for deploying and integrating the iPad as an innovative sales tool. The 2013 research is focused on issues of training, systems integration and application development for the iPad. In addition, the study also provides a comparative view with the same study in 2011 that can help in future budgeting and strategic planning.

These research findings provide industry metrics and insights that can serve as a reference point for sales and managed markets leaders as they seek to deploy and improve the usage of iPads in their groups.

KEY TOPICS

• Benchmark Participant Demographics
• Current State of iPad Deployment
• Training for iPad Devices
• iPad Integration and Systems Development
• Productivity Applications for iPads

• Level of deployment in commercial organization
• Plans to streamline technology in the future
• Technological set-up in which sales reps are currently equipped
• Peripheral devices deployed to complement your use of an iPad in the field
• Department responsible for implementing and training in iPAD use
• Types of training used when iPads are distributed
• Length of training programs for iPad usage
• Standardization of training for all representatives regardless of region or therapeutic area
• Commercial factors that play a role in driving customized training
• Types of training formats used to educate staff about their new devices
• Group responsibility for streamlining and integrating iPads into their existing computer networks
• Group ownership for creating software and applications for iPads
• Status of CRM application installed on iPad & top CRM vendors
• Status of CRM application integration to managed market teams
• Integration status for a separate CLM platform and top vendors for CLM platform

• Issuing Additional Devices with iPads: A marked difference was observed in the number of benchmark partners using peripheral devices. In 2011, a majority of companies didn’t used any additional device, while in 2013 36% carry with them LCD adapters and 29% carry wireless keyboards.
• Training Responsibility: As compared to 2011, where Sales used to lead training initiatives, in 2013 the onus of training sales reps for iPad usage went to Training and Development. The Training and Development function often partners with Sales, and the IT department participates on an ad-hoc basis.
  

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.