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Pfizer Australia - CRM Package Boosts Tendering Capabilities for Pharmaceuticals Distributor

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Executive Summary

Pfizer Australia is a major supplier of medicines and medical products to Australia's hospitals and healthcare groups. When the company's biggest customers put major contracts up to tender, Pfizer's nine key account managers need to compile large amounts of data in order to respond competitively - pricing and discount information has to be researched and then agreed across various departments. In 2008, Pfizer Australia teamed with Microsoft Gold Partner Avanade to implement a customer relationship application based on Microsoft Dynamics CRM 4.0. By gaining rapid access to customer data and the ability to pass pricing information automatically between departments, the tendering lead time has been reduced, the tender success rate has increased and Pfizer Australia has been able to substantially reduce its cost of selling.

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