AI-Powered Field Engagement Platform for Pharmaceutical Sales
Pharmaceutical
What They Were Facing
Meridian's 450-person field sales team was operating on disconnected systems — a legacy CRM for HCP data, separate tools for sample management and call planning, and manual spreadsheets for territory alignment. Reps spent 35% of their time on administrative tasks rather than engaging with healthcare providers, and the company had no visibility into which interactions were driving prescription lift.
How We Solved It
AQBEE deployed Sales Cloud with industry-specific customisations for pharmaceutical field operations, including HCP account models, call reporting, sample management, and medical enquiry tracking. We built a custom mobile application using Salesforce Mobile SDK with offline capabilities for hospital visits. Einstein AI was configured to recommend optimal call plans based on HCP prescribing patterns, engagement history, and territory potential. MuleSoft integrated real-time prescription data from third-party syndicated sources, while Tableau delivered territory performance analytics for district managers and national sales leadership.
The Impact
Field reps increased time spent on HCP engagement from 65% to 91% by eliminating manual data entry and automating call reporting.
AI-optimised call plans drove an 18% increase in new prescriptions across the flagship product portfolio within two quarters.
Automated sample reconciliation and audit workflows achieved 99.2% compliance with PDMA regulations, up from 91%.
Quarterly territory realignment process reduced from 6 weeks to 5 days using data-driven territory modelling in Sales Cloud.
“Our reps used to dread the CRM. Now they rely on it. The Einstein-powered call recommendations are like having a personal strategist for every territory, and the mobile app works seamlessly even in hospital basements with no connectivity. AQBEE understood pharma regulations and built compliance into every workflow.”
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