Biotech CRM
In biotech a sale moves forward not through a meeting but through the laboratory on the other side trying the product in its own protocol. That trial takes months, and its result sits not in the seller's notebook but in that of a researcher in the lab.
The institution is an account record; the researcher, the project lead and purchasing are separate people tied to it. In Rapitek CRM a sample sent to the lab is a dated task.
- Keep the institution as an account and the researcher and the purchasing unit as separate contact records under the same account
- Tie the sample sent to the laboratory to a task with its lot and expected return date, and write the validation result into a field on the opportunity
- Tie tender and framework agreement dates to the record and gather approaching files in a single list
- Report the application specialist's institution visit from the mobile application, and let the technical note build up on the same card as the sales history
| Laboratory Account | The institution is an account record; the researcher, the project lead and the purchasing unit are separate contact records tied to that account. |
|---|---|
| Protocol Sample | The sample sent to the laboratory is a dated task; the lot sent and the return date expected from the laboratory's own protocol sit in the fields of that task, and when the date passes a follow-up task drops into the list. |
| Validation Stage | The opportunity moves through stages that include the trial and validation steps; files waiting at a stage are filtered by that field. |
| Tender Calendar | The tender and framework agreement date is a field on the account; records whose date is approaching drop into a list, and the preparation task is opened from there. |
A kit or a reagent is bought by being tried, not by being looked up in a catalogue: the sample goes out, the laboratory runs it in its own protocol, the result is discussed, and only then does purchasing come into play. Over that time the counterpart changes as well; the researcher running the experiment, the project lead holding the budget and the purchasing unit opening the tender are separate people in the same institution. When there is no written record of when the sample went out and what its result was, the file is opened from scratch six months later.
In Rapitek CRM the institution is an account record; the researcher, the project lead and the purchasing unit are separate people tied to the same account. The sample sent to the laboratory is a dated task, and the validation result is a field on the opportunity; as the tender and framework agreement date approaches, the record drops into a list. The visit the application specialist makes at the institution is written onto the same card from the mobile application, so technical support and sales look at the same history.
The scope of the plans and the items priced separately are written on the pricing page.
