v11 Functionality Guide

VBioPharma Functionality Guide Version 11
October 2010
VBioPharma Functionality Guide
Contents
Chapter 1: Introduction .................................................................................................................. 8
How This Book Is Organized ........................................................................................................ 8
Who Should Read This Book........................................................................................................ 8
Recommended Study and Training ............................................................................................. 8
Additional References ................................................................................................................. 9
Chapter 2: What is VBioPharma? ................................................................................................. 10
Our Philosophy .......................................................................................................................... 10
Supported Users ........................................................................................................................ 10
Primary Care Sales Representatives ...................................................................................... 11
Specialty Sales Representatives ............................................................................................ 11
Managed Markets Account Executives ................................................................................. 12
Medical Scientific Liaisons ..................................................................................................... 12
Sales and MSL Management ................................................................................................. 12
Chapter 3: The VBioPharma Application ...................................................................................... 13
Customer Profiling ..................................................................................................................... 13
Accounts, Person Accounts, Contacts ................................................................................... 14
Addresses .............................................................................................................................. 17
Office Best Times ................................................................................................................... 17
Affiliations / Sphere of Influence........................................................................................... 18
Account Hierarchy ................................................................................................................. 19
Product Metrics ..................................................................................................................... 20
Formulary Matrix ................................................................................................................... 22
Prescriber Level Formulary .................................................................................................... 22
View User Territory Link ........................................................................................................ 23
Territory Fields....................................................................................................................... 23
Assessments .......................................................................................................................... 24
Speaker Evaluations .............................................................................................................. 24
Clinical Trials .......................................................................................................................... 24
Publications ........................................................................................................................... 25
Event Attendees .................................................................................................................... 25
Medical Inquiries ................................................................................................................... 25
Customer Profiling with Activity data........................................................................................ 26
Calls........................................................................................................................................ 26
Samples ................................................................................................................................. 27
Expenses ................................................................................................................................ 27
Advanced Customer Profiling .................................................................................................... 28
Add New Professional Wizard ............................................................................................... 28
My Accounts .......................................................................................................................... 28
My Accounts New Account Wizard ....................................................................................... 31
Account Lists .......................................................................................................................... 31
Activity Tracking Call Reporting and Meeting Briefs .............................................................. 32
Common Call Reporting Functionality ................................................................................... 35
Calls Associated to a Medical Event ...................................................................................... 36
2
Veeva Systems Confidential Information
(For use only by licensed Customers of Veeva Systems)

Calls Associated to a Custom Child Object of Account .......................................................... 36
Products Detailed .................................................................................................................. 37
Products Discussions ............................................................................................................. 37
Attendees .............................................................................................................................. 38
Samples and Promotional Items............................................................................................ 38
Key Messages and Reactions ................................................................................................. 39
Follow-up Activities ............................................................................................................... 39
Expenses ................................................................................................................................ 40
Pre-Call and Next Call Notes .................................................................................................. 40
Call Report Printable View..................................................................................................... 41
Schedule Management.............................................................................................................. 41
Schedule a Call Button ........................................................................................................... 42
Office Hours ........................................................................................................................... 43
My Schedule Tab ................................................................................................................... 43
My Maps ................................................................................................................................ 44
Time off Territory .................................................................................................................. 45
Multi-Channel Calendar......................................................................................................... 45
Cycle Plans ................................................................................................................................. 46
Formulary Matrix and Benefit Designs ...................................................................................... 47
Closed Loop Account Planning and Execution .......................................................................... 51
Product Plans ......................................................................................................................... 53
Product Strategies ................................................................................................................. 54
Account Plans ........................................................................................................................ 55
Account Tactics ...................................................................................................................... 55
Apply Product Plan ................................................................................................................ 56
Record Activity....................................................................................................................... 56
Account Plan Execution: Recording Activities and Meeting Briefs ....................................... 57
Measurement ........................................................................................................................ 57
Medical Events Management .................................................................................................... 58
Medical Events ...................................................................................................................... 58
Event Attendees .................................................................................................................... 58
Medical Event Call Reports .................................................................................................... 58
Sample Inventory Management ................................................................................................ 59
My Samples ........................................................................................................................... 59
Controlled Substance Sampling ............................................................................................. 59
Print Inventory Worksheet .................................................................................................... 59
Print Transfer Worksheet ...................................................................................................... 60
Found Lot Functionality ......................................................................................................... 60
Sample Transactions.............................................................................................................. 61
View Transactions.................................................................................................................. 61
New Adjustment .................................................................................................................... 62
New Transfer ......................................................................................................................... 63
Print Packaging Label............................................................................................................. 64
New Return............................................................................................................................ 65
Pending Sample Receipts ...................................................................................................... 66
Sample Inventories ................................................................................................................ 66
Sample Lots ........................................................................................................................... 67
Sample Disbursements .......................................................................................................... 67
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Sample Signatures ................................................................................................................. 68
Sample Receipts .................................................................................................................... 69
Print Sample Receipts ............................................................................................................ 70
Sample Unit and Case Calculator .......................................................................................... 70
Cancel Sample Send............................................................................................................... 72
Territory Management .............................................................................................................. 73
Assign Territory ..................................................................................................................... 73
Rep Roster ............................................................................................................................. 74
Territory Utilities ................................................................................................................... 74
Zip to Terr .............................................................................................................................. 75
Brick to Terr (Brick-based Alignments) .................................................................................. 75
Order management ................................................................................................................... 76
Coaching Reports....................................................................................................................... 77
Reports and Dashboards ........................................................................................................... 77
Admin Reports ....................................................................................................................... 77
Account Planning and Execution Reports ............................................................................. 78
Specialty Sales Activity Reports ............................................................................................. 78
MSL Activity Reports.............................................................................................................. 78
Account Profiling Reports ...................................................................................................... 79
Sample Management ............................................................................................................ 79
Dashboards ............................................................................................................................ 79
End User Administration Modules ............................................................................................ 80
Product Catalog ..................................................................................................................... 80
Material Orders ..................................................................................................................... 81
My Setup................................................................................................................................ 81
User Activity Logging ............................................................................................................. 82
Application Administration Modules ........................................................................................ 84
Call Followup Templates ....................................................................................................... 84
Key Messages ........................................................................................................................ 84
Formulary Products ............................................................................................................... 85
Lot Catalog ............................................................................................................................. 85
Metric Configurations............................................................................................................ 86
Veeva Messages .................................................................................................................... 86
Figures
Figure 1: Account Profile MCO Example..................................................................................... 14
Figure 2: Person Account Profile Professional Example ............................................................. 15
Figure 3: Contact Profile Example ................................................................................................. 16
Figure 4: Address Related List ....................................................................................................... 17
Figure 5: Office Best Times ............................................................................................................ 17
Figure 6: Sphere of Influence ........................................................................................................ 18
Figure 7: Affiliations Related List ................................................................................................... 19
Figure 8 - Account Hierarchy Control ............................................................................................ 19
Figure 9: Sample Product Metrics for Specialty Sales ................................................................... 20
Figure 10: Product Metrics Related List ........................................................................................ 21
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Figure 11 Formulary Matrix ........................................................................................................... 22
Figure 12 View User Territory link ................................................................................................. 23
Figure 13 Territory User Display .................................................................................................... 23
Figure 14 Territory Fields Related List ........................................................................................... 23
Figure 15: Assessments Related List.............................................................................................. 24
Figure 16: Speaker Evaluations Related List .................................................................................. 24
Figure 17: Clinical Trials Related List ............................................................................................. 24
Figure 18: Publications Related List............................................................................................... 25
Figure 19: Event Attendees Related List........................................................................................ 25
Figure 20: Medical Inquiry ............................................................................................................. 25
Figure 21: Medical Inquiries Related List ...................................................................................... 26
Figure 22: Calls Related List ........................................................................................................... 26
Figure 23 Call Discussions Related List .......................................................................................... 26
Figure 24 Call Key Messages Related List ...................................................................................... 27
Figure 25: Samples Related List ..................................................................................................... 27
Figure 26: Call Expenses Related List............................................................................................. 27
Figure 27 Add New Professional Wizard ....................................................................................... 28
Figure 28 My Accounts Step 1 3 ................................................................................................. 29
Figure 29 My Accounts Step 4 5 ................................................................................................. 29
Figure 30 My Accounts Page ......................................................................................................... 30
Figure 31 My Accounts New Account Wizard ............................................................................... 31
Figure 32 Account List ................................................................................................................... 32
Figure 33: Primary/Specialty Sales Group Call Report .................................................................. 33
Figure 34: MSL Meeting Brief Individual Call Report .................................................................... 34
Figure 35: Managed Markets Meeting Brief ................................................................................. 35
Figure 36: Medical Event Lookup on a Call Report........................................................................ 36
Figure 37: Child object of Account Lookup on a Call Report ......................................................... 37
Figure 38: Products Detailed Section ............................................................................................ 37
Figure 39: Products Discussed Section for MSL............................................................................. 37
Figure 40: Attendees Section ........................................................................................................ 38
Figure 41: Samples and Promotional Items Section ...................................................................... 38
Figure 42: Samples and Promotional Items Section ...................................................................... 39
Figure 43: Key Messages and Comments Section ......................................................................... 39
Figure 44: Key Messages and Comments Section with Category and Vehicle .............................. 39
Figure 45: Follow-up Activities Section ......................................................................................... 40
Figure 46: Expenses Section .......................................................................................................... 40
Figure 47: Pre-Call and Next Call Notes......................................................................................... 40
Figure 48: Call Report Printable View Link .................................................................................... 41
Figure 49: Call Report PDF Printable View with Save and Print Icons ........................................... 41
Figure 50: My Accounts Tab with Schedule a Call Button ............................................................. 42
Figure 51: Call Scheduler Page ...................................................................................................... 42
Figure 52: My Schedule Page Day View...................................................................................... 43
Figure 53: My Schedule Page Week View .................................................................................. 43
Figure 54: My Maps Page .............................................................................................................. 44
Figure 55: Time off Territory ......................................................................................................... 45
Figure 56 Multi-Channel Calendar................................................................................................. 45
Figure 57 - Cycle Plan .................................................................................................................... 46
Figure 58 Formulary Matrix ........................................................................................................... 47
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Figure 59 Detailed Product Formulary View With Both Employee- and Vendor-Sourced Data ... 48
Figure 60 Benefit Design, Linked to a Parent, With Overrides ...................................................... 48
Figure 61 Formulary Matrix Linked to Parent Design, With Overrides and Highlighting .............. 49
Figure 62 Benefit Designs Related List .......................................................................................... 50
Figure 63: Account Planning and Execution Business Process ...................................................... 51
Figure 64: Product Plans Page ....................................................................................................... 53
Figure 65: Product Strategy Page .................................................................................................. 54
Figure 66: Account Plan Page ........................................................................................................ 55
Figure 67: Apply Product Plan Page .............................................................................................. 56
Figure 68: Sample Account Execution Dashboard......................................................................... 57
Figure 69 Medical Events page ...................................................................................................... 58
Figure 70 My Samples Page........................................................................................................... 59
Figure 71 Print an Inventory Worksheet ....................................................................................... 60
Figure 72 Print Transfer Worksheet .............................................................................................. 60
Figure 73 Add Sample Lot.............................................................................................................. 61
Figure 74 Sample Transactions Page ............................................................................................. 61
Figure 75 New Adjustment Page ................................................................................................... 62
Figure 76 Sample Transfer Page .................................................................................................... 63
Figure 77 Sample Transfer Page showing Packaging Label button ............................................... 64
Figure 78 Packaging Label Page 1 .................................................................................................. 64
Figure 79 Packaging Label Page 2 .................................................................................................. 64
Figure 80 Sample Return Page ...................................................................................................... 65
Figure 81 Sample Receipt Confirmation ........................................................................................ 66
Figure 82 Sample Inventory Page .................................................................................................. 66
Figure 83: Samples and Promotional Items Section...................................................................... 67
Figure 84: Samples and Promotional Items Negative Quantity Warning ..................................... 67
Figure 85: Call Related List with View Signatures Button ............................................................. 68
Figure 86: Rep Roster with View Signatures Button ..................................................................... 68
Figure 87: View Signatures Screen from Call list ........................................................................... 69
Figure 88: Call Related List with Print Sample Receipt Button ...................................................... 69
Figure 89: Sample Receipt PDF Version with Print and Save ........................................................ 70
Figure 90: Sample Inventory Case Calculator ................................................................................ 71
Figure 91: Case Calculator ............................................................................................................. 71
Figure 92: Sample Transaction Case Calculator ............................................................................ 72
Figure 93 Account Profile with the Assign Territory Button ......................................................... 73
Figure 94 Rep Roster Page............................................................................................................. 74
Figure 95 Territory Utilities Page ................................................................................................... 74
Figure 96 Zip to Terr Page ............................................................................................................. 75
Figure 97 Brick to Terr Record ....................................................................................................... 75
Figure 98 - Order Detail Page ........................................................................................................ 76
Figure 99 Coaching Report ............................................................................................................ 77
Figure 100 Product Catalog Page .................................................................................................. 80
Figure 101: Material Order Page ................................................................................................... 81
Figure 102: My Setup Page ............................................................................................................ 81
Figure 103: My Setup Page for Administrators and District Managers......................................... 82
Figure 104 User Activity Logs ........................................................................................................ 83
Figure 105: Call Followup Templates Page .................................................................................... 84
Figure 106 Key Messages Page...................................................................................................... 84
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Figure 107 Product Catalog Page .................................................................................................. 85
Figure 108 Lot Catalog ................................................................................................................... 85
Figure 109 Metric Configurations Page ......................................................................................... 86
Figure 110 Veeva Messages Page.................................................................................................. 86
Tables
Table 1: VBioPharma Profiles and Profile Types ........................................................................... 13
Table 2: Call Related Lists .............................................................................................................. 26
Table 3: Samples Related Lists ...................................................................................................... 27
Table 4: Expenses Related Lists ..................................................................................................... 27
Table 5 Admin Reports .................................................................................................................. 77
Table 6 Account Planning and Execution Reports ......................................................................... 78
Table 7 Specialty Sales Activity Reports ........................................................................................ 78
Table 8 MSL Activity Reports ......................................................................................................... 78
Table 9 Account Profiling Reports ................................................................................................. 79
Table 10 Sample Management Reports ........................................................................................ 79
Table 11 Dashboards ..................................................................................................................... 79
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Chapter 1: Introduction
HOW THIS BOOK IS ORGANIZED
This book is organized in two chapters:
Chapter 2: What is VBioPharma? This chapter explains what the application is, the
philosophy and approach utilized in building the application and a description of the
typical user groups for which the application is designed.
Chapter 3: The VBioPharma Application. This chapter describes how the

functionality of the VBioPharma application works. Modules and functionality are
limited to that which is not part of the base Salesforce platform.
WHO SHOULD READ THIS BOOK

This book is intended for system administrators, sales operations, system integrators and others
responsible for configuring, managing and maintaining a VBioPharma implementation.
RECOMMENDED STUDY AND TRAINING

Salesforce offers instructor-led, self-paced web based and custom-tailored training solutions
designed to fit every organizations budget, time and training requirements. You can access
Salesforces self-paced, web-based training by clicking on the Help link in the upper-right corner
of the VBioPharma application and then click on the Training tab.
There are a series of pre-defined curriculums available for support and administrator personnel
who will be configuring, managing and maintaining the Salesforce platform. As Veeva Systems
has created functionality specific to the pharmaceutical and biotech industries, the
Salesforce.coms basic sales automation functionality, such as leads and opportunity
management, is not applicable and the training courses can be disregarded. However, the
customization, security, administration and reporting aspects of Salesforce.coms training are of
significant value. It is strongly recommended that users of the VBioPharma application attend
either an instructor-led training class or complete, at a minimum, the following online classes
prior to reading this book:
Salesforce Fundamentals
Admin Fundamentals: Setup
Admin Fundamentals: Customize
Reporting Fundamentals
Dashboard Mechanics
Admin Workshop
Advanced Data Migration for Administrators and Developers
8
ADDITIONAL REFERENCES
For additional resources and help on topics relating to the base Salesforce platform,
configuration, integration, security, etc. please refer to the Salesforce.com User Guide, also
titled, How to be Successful with Salesforce.
Salesforces Online Help and Training sites are also excellent resources of information. These
sites provide users with the ability to perform the following:
Search solutions, FAQs, and the Glossary
Join the Salesforce blog and post a question
Log a case and view case history
Check overall system status at http://trust.salesforce.com/
Read Tips and Tricks for various user groups and applications
9
Chapter 2: What is VBioPharma?

VBioPharma is a CRM application built on the Salesforce platform, designed specifically for the
pharmaceutical and biotechnology industries. VBioPharma includes a data model, application
logic and tailored user interface controls to support the pharmaceutical and biotechnology
industries while leveraging much of the standard Salesforce platform functionality, reporting,
configuration, and maintenance capabilities.
OUR PHILOSOPHY
At Veeva Systems, the philosophy and approach to designing and developing software follows
three basic principles:
Simplicity we have followed Salesforce.coms metaphors when designing and

building our application. This includes minimizing navigation and reducing screen
clutter.
Ease of Use we have continued to follow and expand on Salesforce.coms

philosophy of ease of use. We designed our user interface to be easy to figure out
what the next steps are without relying on books or training wherever possible. In
addition, Veeva Systems is pleased to present the next-generation of CRM
application that focus on end-user adoption and ease of use through the utilization
of visual intelligence. Our product managers and engineers at Veeva Systems have
designed usability controls wherever possible to present large sets of data through
simple visual representations. Examples of these visual intelligence usability
controls include controls such as the Sphere of Influence, Product Metrics, Office
Hours and Mapping features. A picture is worth a thousand words.
Performance We have also designed our application with speed and performance
in mind. We optimize and engineer our product to have the fastest response times
possible.
SUPPORTED USERS
VBioPharma, is the first CRM product offering from Veeva Systems tailored to the Biotech and
Pharmaceutical industries. VBioPharma targets specialized sales and service personnel working
as:
Primary Care Representatives

Specialty Sales Representatives
Managed Markets Account Executives
Medical Scientific Liaisons
Sales and MSL Management
10
Primary Care Sales Representatives

Primary Care Sales Representatives typically focus on General Practioners, Primary Care
Physicians and institutions. The sales process for Primary Care Reps revolves around visiting an
average of eight physicians per day, discussing their products, and leaving behind product
samples and promotional materials. Primary Care reps play a role similar to information
brokers to their physicians, providing a valuable service to educate physicians and keep them
abreast of the latest information with respect to their segment of the healthcare market.
VBioPharma can easily support the following business processes for Primary Care Sales
Representatives:
Robust Account Profiling, including professionals, hospitals, departments and clinics

Relationship modeling
Tracking and mapping customer influence levels and product awareness
Call Scheduling and Time Management
Call Reporting with Expense capture and Follow-up Activities
Sample Inventory Management
Medical Events Management
Specialty Sales Representatives

Specialty Sales Representatives typically focus on physicians of certain specialties and on
institutions. Specialty Sales Representatives do not leave product samples. The sales process
for Specialty Reps is similar to that of a Primary/Retail rep. However, Specialty Sales
Representatives are more specialized in their fields and typically are more clinically focused in
their interactions with the physician specialists. VBioPharma can easily support the following
business processes for Specialty Sales Representatives:
Robust Account Profiling, including professionals, hospitals, departments and clinics

Relationship modeling
Tracking and mapping customer influence levels and product awareness
Account Planning
Call Scheduling and Time Management
Call Reporting with Expense capture and Follow-up Activities
Material Orders
11
Managed Markets Account Executives

Managed Markets Account Executives focus on a different segment of the healthcare industry.
These Account Execs (or NAMs, RAMS, etc.) call on Managed Care Organizations, VAs,
Government Accounts, Employers, Trade partners, etc., and have a different sales process than
Specialty Sales Representatives. Below is a list of typical business processes for Managed
Markets that VBioPharma can support:
Both Contact and Account support with Affiliations

In-depth Managed Care Plan profile data including financial, network and
membership metrics
Strategic Product Planning and Account Planning
In-depth Meeting Briefs with detailed product discussions and reprint tracking
Activity measurement across products, plans and accounts
Medical Scientific Liaisons

Medical Scientific Liaisons (or MSLs, RSMs, etc.) focus their time on Key Opinion Leaders (KOLs)
and mapping out education and professional development plans for these KOLs. As such, MSLs
typically track more robust data on a KOL than a Specialty Sales Representative. VBioPharma
can support the following business processes for MSLs:
Robust Professional profiling

Relationship and Influence modeling
Clinical Trial tracking
Publications tracking
Speaker Evaluations
Activity Briefs with details on indications and presentations
Activity measurement across products, MSLs and KOLs
Sales and MSL Management

Management teams across the following types of functional areas require visibility into how
their teams are performing as well as metrics to determine which areas are underserved or
need work. VBioPharma provides the following functionality for management teams:
Approval processes for Time off Territory Requests and Material Orders
Approval processes for Product Planning and Account Planning
Dashboard monitoring of Plan Execution and Activities
Visibility to all data for their teams including drill down to the lowest level of detail
Of course, your organization can choose to deploy various functional areas of the application to
various groups accordingly. Please refer to the VBioPharma Administration Guide for best
practice recommendations for deploying application functionality to various groups.
12
Chapter 3: The VBioPharma Application

The VBioPharma application consists of custom Profiles, Call Reporting, Schedule Management
and other modules which have been built into the application and are not part of the base
Salesforce platform. This chapter explains the VBioPharma modules, functionality and custom
controls as well as how to access and use them.
For help on standard Salesforce.com functionality, please refer to the Salesforce.com User
Guide.
CUSTOMER PROFILING
The VBioPharma application includes custom-tailored account profiles suitable to the
pharmaceutical and biotech industry. The table below lists the profiles available in VBioPharma
and their respective profile types:
Customer
Professionals
KOL
Contacts
Group Practices
Hospitals
Hospital Departments
Managed Care Organizations
Managed Care Plans
Boards
Employers
Long Term/Extended Care Facilities
Laboratories
Pharmacies
Organizations
Publications
Institution
Profile Type
Person Account
Person Account
Contact
Account
Account
Account
Account
Account
Account
Account
Account
Account
Account
Account
Account
Account
Table 1: VBioPharma Profiles and Profile Types
13
Accounts, Person Accounts, Contacts

The VBioPharma application utilizes different entities in the Salesforce.com Platform to
distinguish between different types of customers.
Accounts are customers where your organization needs to track robust data on a business, such
as a hospital, group practice or managed care organization.
Figure 1: Account Profile MCO Example
14

Person Accounts are individual people that require robust data tracking. Examples of Person
Accounts are physicians, P&T Committee members, and other medical practitioners.
Figure 2: Person Account Profile Professional Example
15

Contacts are individual people that do not require as in-depth data tracking as Person Accounts,
but still are worthy of tracking. Additionally, your organization may prefer to keep these types
of profiles separate from more prominent Person Account profiles. Examples of Contacts
include auxiliary personnel at a doctors office (nurses, receptionists, etc.) but could also include
key non-prescribers at managed care organizations such as C-level contacts, VPs, Directors, etc.
Figure 3: Contact Profile Example
Ultimately, your company and your business processes will determine which employee groups
will utilize Contacts or Person Accounts for tracking key customers. Both types of profiles are
available for use in the Sphere of Influence and as Call Attendees in call reporting. Please refer
to pages 18 and 38, respectively, for more information on these two functions.
16
Addresses
You can track multiple addresses for any account or person account. Addresses include data
such as the complete address, the type of address, office hours, office and staff notes, related
licensing information as well as Google map integration. Addresses appear as a related list for
each account. Addresses are also available for use in Reports and Dashboards and My Account
Queries. International-style postal codes are also supported, as shown below.
Figure 4: Address Related List
Office Best Times

Office Best Times allow the users to record the best times to visit the customer. A visual control
allows the users to input multiple time ranges and use slider bars to adjust the times. Entering
the data is simple using common time metaphors similar to Google. Examples of time data
entry are:
8 to 12 becomes 8 am to 12 noon
8 to 12 and 2 to 4 becomes 8 am to 12 noon and 2 pm to 4pm.
It is not necessary to input the time using quotes.
The first time a user inputs time for any day of the week, a prompt will ask if the hours should
be repeated for each day, to represent standard hours.
Office Best Times are utilized by the Scheduling module to optimize when the planned calls are
scheduled for each account. For more details on the Scheduling module please refer to page 41.
Office Best Times appear on the Address profile for each address.
Figure 5: Office Best Times
17
Affiliations / Sphere of Influence

The Sphere of Influence enables users to model multiple relationships between customers,
including role, level of influence and comments about the relationship. An unlimited number of
relationships are allowed, and can include any combination between Accounts, Person Accounts
and Contacts. Detailed visual cues and functionality in the sphere include:
Icons represent accounts by type. For example, a hospital is represented by the

standard cross symbol. Person Accounts are represented by a person figure.
The Center icon represents the currently selected account
Satellite icons represent each account with which the main account has a
relationship.
Black text under a satellite icon represents the role or type of relationship.
A hyperlink under each satellite displays the name of the account.
Black connector lines represent a simple relationship.
Red connector lines with arrows represent a relationship where one party has
influence over the other.
Hover over any satellite icon to view details and to see comments about the
relationship.
Click on the hyperlink name on any satellite icon to navigate to that profile
Click on the plus sign in the center icon to add a new relationship. Users can type in
all or part of the name of the account in the search box to find the appropriate
account, and drag that account on top of the main icon. Select a role, an influence
level (if applicable) and enter optional notes.
Click the X icon in the Search box to close the search box after you have completed
entering all affiliations
Click a satellite icon to edit or delete an existing relationship
Click the Printer icon to print the Sphere
Click the funnel icon to filter the sphere by Role, Account Type or Influence Level.
Click the clear button in the filter section to remove all filters.
Click the Prev or Next buttons to navigate through the list of Affiliations in the case
that there are more than 20 Affiliations to display.
Figure 6: Sphere of Influence
18
The Sphere of Influence appears on the profile page of any account or contact. Affiliations can
also be viewed as a related list on any account, person account or contact page, and can be used
in Reports and Dashboards.
Figure 7: Affiliations Related List
Account Hierarchy
Customers can create and manage Account Hierarchies. Sales representatives will have access
to a clear and intuitive view of the hierarchical structure of all types of business Accounts
(hospitals, clinics, etc.) and the physicians that are associated to those business Accounts.
The Account
Hierarchy can be
configured to be
managed by
administrators
at HQ or by the
sales
representatives
themselves. The Figure 8 - Account Hierarchy Control
hierarchy can
then be viewed by clicking the View Hierarchy button on the Account Detail page the
hierarchy will display on a separate page and show all immediate parents and children of the
selected Account (meaning one level up and one level down). Clicking on one of the related
Accounts will refresh the control and make that Account the main Account being viewed. The
different types of Accounts are color coded for easy identification green boxes represent
Business Accounts and white boxes represent Person Accounts. Additionally, if the Gender field
is populated on the Account record, male Person Accounts will be represented by blue boxes,
and female Person Accounts will be represented by red boxes.
19

By providing a hierarchical representation of Accounts, customers will now be able to
appropriately manage the complex Account reporting relationships within the Pharma and
Biotech Industry in the Account Hierarchy, while leveraging the Sphere of Influence to manage
and gain insight into peer-to-peer influence mapping.
This functionality is available online, on VMobile Tablet Edition and a streamlined version is
available on VMobile Blackberry Edition.
Product Metrics
The Ratings and Evaluations section on the Account Profile displays the Product Metrics. For
every product (both Company and Competitor products) checked in My Setup, users will be able
to view and update various key product metrics for that account. All Company products can be
identified by the textual representation of the Product name being in bold. Values can be
entered by the user or your organization could use 3rd party data and/or an algorithm to set the
values. If users have permission, they can update these fields simply by clicking on a box,
selecting a picklist value, or clicking on the pencil icon
and entering a new value.
Product Metrics appear in the Ratings and Evaluations section on the profile of any Account or
person account.
Figure 9: Sample Product Metrics for Specialty Sales
VBioPharma includes three sample metrics that your organization could use or modify for each
user group as follows:
Primary and Specialty Sales:
Awareness The Awareness Rating indicates where in the buying ladder this
customer is in terms of knowledge of your product. Colored boxes and a text
description are displayed.
Segment The Segment Rating indicates where the customer falls in terms of his
importance to your organization. Colored boxes and a text description are
displayed.
Movement The Movement Rating is designed to show the movement in 3rd party
data for this customer. Colored arrows and a percentage value are displayed. For
example, it could represent market share change or volume change in prescription
or sales data.
20

Managed Markets:
Selling Stage The Selling Stage Rating indicates where in the Sales process the
Managed Care Organization is in terms of product adoption. Colored boxes and a
text description are displayed.
Formulary Status The Formulary Status Rating allows the Account Manager to set
the current value for that product.
12 Mo TRx Chg This field could represent a rolling 12 month TRx Chg in payer data,
if available. Your organization would feed this data into this field. Colored arrows
and a percentage value are displayed.
Medical Scientific Liaisons:
Speaker Skills The Speaker Skills Rating indicates the Person Accounts overall skill
set for speaking about the product. Colored boxes and a text description are
displayed.
Investigator Readiness The Investigator Readiness Rating indicates the Person
Accounts overall readiness or experience with conducting Trials for your
organization. Colored boxes and a text description are displayed.
Engagements The Engagements field allows the MSL to record the total number of
product engagements overall for the Person Account.
Product Metrics are also available as a related list on any Account or person account, and can be
used in Reports and Dashboards and My Account queries.
Figure 10: Product Metrics Related List
21
Formulary Matrix
The Formulary Matrix allows Managed Markets personnel to view, highlight and track detailed
formulary data for their accounts. The data is organized into multiple benefit designs for each
account, and the markets the company wishes to track. Products within the markets include the
company products and their competitive markets. Companies can track the status of the
product, restriction codes and detailed notes about the restrictions. Users can use the supplied
legend as a highlighter to easily and visually identify statuses and restrictions.
Figure 11 Formulary Matrix
For more details on the Formulary Matrix and Benefit Designs, please see page 46.
Prescriber Level Formulary

The Prescrbier Level Formulary (Formulary for the Rep) section under the account details
provides physician level data to the sales representatives. The section displays the top 10 payers
for a specific account for the selected market. The following information is displayed for each
product:
Status (Tier 1, Tier 2, etc)

Restrictions
Copay
Notes
A detailed sales breakdown, per product and payer, is also available as part of this section. Users
simply click on the pie chart icon on the payer row, which displays a pop-up window containing
a product breakdown for that payer-account combination. The percentage of sales along with
the sales figures for each product is displayed.
The Prescriber Level Formulary is available on VMobile Tablet Edition and VBioPharma online.
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View User Territory Link

To view the list of Territories and Users assigned to each Territory for a given account, the User
can click on the View User Territory in the Custom Links section.
Figure 12 View User Territory link
By clicking the View User Territory link, the User is presented with a mapping of the Territories,
Territory Descriptions, and Users assigned to the Territories for a given Account:
Figure 13 Territory User Display
Territory Fields
Territory Fields allow users to track their personal versions of certain profile fields, such as
Route, Target, Preferred Address and YTD Activity. Route and Target fields can be set by the
user. Preferred Address and YTD Activity are automatically populated or updated when the user
records a call. For example, the Preferred Address will be set based on the address the user
chooses on their last Call Report for the customer. YTD Activity is automatically calculated after
each call is saved. Each of these data fields is specific to a Territory, as indicated by the Territory
column.
Territory Fields are available as a related list off the Account profile, and can be used in Reports
and Dashboards and in My Account queries.
Figure 14 Territory Fields Related List
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Assessments
Assessments allow your organization to conduct surveys on your customers for market research
or other customer evaluation processes. Information such as the date, type of assessment and
various types of survey questions (such as checkbox, picklist, free text, etc.) are available.
Assessments are available as a related list on any Account or Person Account page, and can be
used in Reports and Dashboards.
Figure 15: Assessments Related List
Speaker Evaluations
Speaker Evaluations allow your organization to track a Person Accounts participation in a
speaker program as well as how well that Person Account performed. Information such as the
date, topic, overall rating as well as performance scores and comments can be captured.
Speaker Evaluations are available as a related list for each Person Account but are also available
as a separate page tab for those users who would like to browse through all evaluations across
all program participants. Speaker Evaluations can also be used in Reports and Dashboards.
Figure 16: Speaker Evaluations Related List
Clinical Trials
Clinical Trials data allows your organization to track a given Person Accounts participation in
clinical trials. Details such as the date, subject, trial role, sponsor, status and phase can be
recorded. Clinical Trials can be found as a related list for each Person Account but are also
available as a separate page tab for those users who would like to search through all Clinical
Trials across all trial participants. Clinical Trials can also be used in Reports and Dashboards.
Figure 17: Clinical Trials Related List
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Publications
Publications allow your organization to track publications, journal articles and other papers
written by a Person Account. Publications data can be found as a related list for each Person
Account but is also available as a separate page tab for those users who would like to search
through all publications across all professionals. Publications can also be used in Reports and
Dashboards.
Figure 18: Publications Related List
Event Attendees
Event Attendees allow your organization to track attendance to Medical Events of Person
Accounts and Contacts. The Event Attendees can be found as a related list for each Person
Account as well as Contacts. The Event Attendees related list provides a link to the Medical
Event that the Person Account attended. Event Attendees can also be used in Reports and
Dashboards.
Figure 19: Event Attendees Related List
Medical Inquiries
Medical Inquiries provide a mechanism to capture requests for Product information. The
Medical Inquiry records are typically integrated into an external application designed to handle
the fulfillment of the Medical Inquiry requests. Standard information can be captured as part of
the Medical Inquiry including the requesting Physician, Delivery Method, Status, Delivery
Address or appropriate delivery channel, signature, signature date, and the Inquiry Text.
Figure 20: Medical Inquiry
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Additionally, the Medical Inquiry related list can provide a historical view of the Medical
Inquiries of the requesting Physician or Person Account.
Figure 21: Medical Inquiries Related List
CUSTOMER PROFILING WITH ACTIVITY DATA

VBioPharma includes a set of related lists for Accounts, Contacts and Person Accounts for
displaying call and activity history.
Calls
There is a set of related lists available to display call history in different formats on the Account
pages. These include:
Table 2: Call Related Lists
Related List
Calls
Call Discussions
Call Key Messages
Content
Available on a Person Account, Contact, and Account; displays both Individual
and Group Calls.
Displays product discussions on each call
Displays key messages used on each call
The Calls related list provides a running list of all calls recorded on a Person Account, Contact,
and Account; including both Individual Calls and Group Calls.
Figure 22: Calls Related List
The Call Discussions related list (sometimes called Meeting Briefs) provides Product Discussionslevel information for each call. This related list is most suitable for MSL and Managed Markets.
Figure 23 Call Discussions Related List
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The Call Key Messages related list displays individual messages recorded on each call. This
related list is most suitable for Primary and Specialty care.
Figure 24 Call Key Messages Related List
Samples
There is a related list available to display sample and promotional item disbursement history on
Account and Contact pages. These include:
Table 3: Samples Related Lists
Related List
Samples
Content
List of samples and promotional items distributed at this account.
The Samples related list displays all the sample and promotional item transactions for a given
Person Account.
Figure 25: Samples Related List
Expenses
There is one related list available to display expense history on Account and Contact pages.
These include:
Table 4: Expenses Related Lists
Related List
Call Expenses
Content
List of expenses for a Person Accounts, Contacts, and Accounts
The Call Expenses related list displays all the expense transactions for an Account.
Figure 26: Call Expenses Related List
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ADVANCED CUSTOMER PROFILING

VBioPharma includes features to facilitate the process of adding, querying and updating
customer profiles.
Add New Professional Wizard

Users can leverage a wizard to facilitate the process of adding a new professional to a group
practice, hospital or other account. This wizard allows the user to enter in the required
information on the professional, copy over one or multiple addresses, identify the primary
address, create the affiliation, confirm the territory, and create the Territory Fields record all in
one step. This wizard greatly helps to reduce administrative work for the rep and improves data
quality.
Figure 27 Add New Professional Wizard
My Accounts
VBioPharma includes My Accounts, a simplified UI designed to ease the process of creating
complex views of customers. This includes the ability to query for accounts based on account
related lists, such as Addresses, Product Metrics and Territory Fields.
A few simple clicks allow the users to select which types of accounts to query (i.e. Professionals,
Hospitals, MCOs, etc.) as well as which types of address records to query (My Primary Address,
All Addresses). Select All and Clear All links make it easy to select or clear all the checkboxes.
Selection of the My Primary Address when creating a view will search across the Addresses that
are stored on the Territory Field records for the Territory that corresponds to the User. If No
Territory Fields exist, then the My Accounts page will leverage the Address that is marked as
Primary for the Accounts. Selection of the All Addresses will search across all Addresses for the
Account, independent of if the Address is marked as the Primary or My Primary Address.
Additional criteria can be added to the query. Users can select from the Account record, the
Address record, Product Metrics and/or their Territory Fields. The X allows the users to easily
clear the criteria row.
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Figure 28 My Accounts Step 1 3
Users can also easily create their view layouts by selecting columns from any of the four
categories: Accounts, Addresses, Product Metrics and Territory Fields. The allows the user to
easily reorganize the order of the columns. The X allows the users to easily clear the row.
Users also have the option to share their view with all users, specific to certain profiles, or keep
it private.
Figure 29 My Accounts Step 4 5
After the View is saved and results returned, the users have a number of additional functional
options to choose from:
Switch to different saved views
Switch to different territories. This feature will most likely be used by users at a higher
level in the hierarchy who wish to flip through Territory Fields of their subordinates.
See the total amount of records returned
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Sort the columns by clicking on the column heading, and use the alphabet bar to further
reduce the list for the sorted column
Add a New account
Mass Update Account, Territory and Product Metrics for the selected record(s)
Schedule Calls for the selected record(s). For more details on scheduling calls please
refer to page 41.
Download the entire list into Excel format
Click the quick-scroll shuttle icons >> << on the left/right/top/bottom of the page to
quickly move the page from right to left.
Figure 30 My Accounts Page
The settings on the My Accounts page are sticky when the users click on the My Accounts page
tab they will default to the last View and Territory setting they had used.
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My Accounts New Account Wizard

Customers have the option to leverage the standard Salesforce.com New Account processing or
to implement the VBioPharma New Account Wizard functionality. For more information on how
to configure this setting, please reference the VBioPharma Administration Guide. By clicking on
the New button on My Accounts the User will be provided with a stream-lined Account
creation wizard that allows Users to create both an Account and corresponding Address at the
same time. In addition, a Soundex search is performed against the Salesforce.com Account list
to identify any potential matches prior to the creation of the new Account, thus helping to
reduce the number of duplicate Accounts that are created and improve data quality.
Figure 31 My Accounts New Account Wizard
Account Lists
Account lists provide a mechanism for Sales Representatives to organize their Accounts into lists
that are meaningful and valuable to the user. After creating a list, a user is then able to take
action upon the list by scheduling calls and monitoring and managing the Accounts contained
within their list. The impact of the various actions performed against an Account List can then
be monitored by performing analysis through VInsights.
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The Account list feature is seamlessly integrated into the current My Accounts tab allowing
users to toggle between views and lists in a transparent fashion. Each of the lists is available for
selection in the Views picklist contained on My Accounts. Upon selection of a list from the
picklist, all of the Accounts assigned to the list will be displayed. . Each list can also be
associated to a color for visual representation and ease of identification throughout the
application. In addition, the VMobile Tablet Edition will display the users list in the left sidebar
of the VMobile application allowing users to drag-and-drop Accounts into their lists. Users will
also be able to easily create and manage their lists throughout the application via right click
menus, buttons, or through dragging and dropping.
Figure 32 Account List
ACTIVITY TRACKING CALL REPORTING AND MEETING BRIEFS

VBioPharma includes functionality for Primary and Specialty Sales, Managed Markets and MSLs
to track their calls, interactions and activities with customers. Each group will use the basic call
reporting functionality that has been tailored to their needs.
VBioPharma supports five types of Calls: Individual Calls, Individual Calls with Attendees, Group
Calls, Contact Calls, and Medical Event Calls. Individual Calls are those that are based solely on
Person Accounts and therefore are related to just one Professional. Individual Calls with
Attendees are those Calls that are not based on a Practice or Hospital, but do include multiple
Attendees. Group Calls are based solely on an Account, such as a hospital or group practice, and
could therefore have multiple attendees. Attendees are either Person Accounts or User
Accounts. When a user saves a Group Call or a Individual Call with Attendees, one record gets
recorded for each attendee (Person Account or User Account) as well as one record gets
recorded for the Account. A Contact Call is an activity against a Salesforce.com Contact. A
Medical Event Calls are those activities that a user performs against a specific Medical Event.
Users can record calls from many places; on each account profile there is a Record a Call
button available. Users can also record calls from the My Schedule page by drilling on the Edit
link. Users can also record calls by clicking on Record Activity from the Account Plan or Account
Tactic page.
Primary and Specialty Sales Representatives will record a call as a record of their interaction
with a customer. Typical functionality included when recording a call is indicating who
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attended, which products were detailed, key messages used, tracking leave behinds such as
samples and promotional items, and logging follow-up activities and tracking expenses.
Figure 33: Primary/Specialty Sales Group Call Report
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MSLs will commonly record a meeting brief. Typical functionality included when MSLs record
a meeting brief is recording which products were discussed, details about the product
discussions including indication, discussion topics, and presentations used, key comments used,
and logging follow-up activities and tracking expenses.
Figure 34: MSL Meeting Brief Individual Call Report
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Managed Markets Account Managers will also record meeting briefs; however the content
captured will usually be different. Typical functionality included when recording a meeting brief
is indicating who attended, which products were discussed, details about the product
discussions including activity types and execution strategies, logging follow-up activities and
tracking expenses.
Figure 35: Managed Markets Meeting Brief
Common Call Reporting Functionality

Some common Call Reporting features available on any type of call report include:
Select the desired address or create a new address from the address picklist for the
selected account. Only addresses that are active will be displayed. The address
chosen here will automatically update the Territory Fields for the selected account
as the preferred address.
Select the desired account plan from the account plan picklist.
The Date and Time field will automatically default to the timeslot that this call was
scheduled for based on My Schedule; if creating a new call the Date and Time will
default to the current date and 8am.
The Call Type is set automatically as follows based on what the sections of the call
have been filled in:
o Product Detail on an Individual Call = Detail Only
o Product Detail and Samples = Detail with Sample
o Samples = Sample Only
o Product Detail with multiple attendees = Group Detail
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Pre-call notes are automatically populated based on what was entered for this call
in My Schedule.
The Status is automatically set as follows based on what action the user has taken
with the call:
o Planned this status is set if the user has scheduled a call using the
Scheduler
o Saved this status is set once the user has saved the call
o Submitted this status is set once the user submits the call
Click Save to save the call
Click Save & New to save the call and start another call for the same account
Click Submit to save and complete the call; all fields are locked down and cannot be
edited.
Click Delete to delete the call. This is only allowed for calls that are in a Planned or
Saved Status.
Click Unlock to unlock the call after submitting to allow further editing. This feature
will likely be used by administrators or management.
Calls Associated to a Medical Event

If the Medical Event Lookup field has been added to a Users Call layout, the User will have the
ability to select a Medical Event associated to the Call. By default, the list that is presented to
the User is a list of all Active Medical Events, where an Attendee of the Call is an Event Attendee
of one of the Medical Events. If the Medical Event is not listed, then the User can search across
all Medical Events that the User has access to, in order to identify the correct Medical Event.
In addition, the Medical Event Lookup field can be added to the Products Discussion section that
will allow an organization to associate a Call to multiple Medical Events.
Figure 36: Medical Event Lookup on a Call Report
Calls Associated to a Custom Child Object of Account

If a Lookup field to a Child Object of Account has been added to a Users Call layout, the User
will have the ability to select a related record to the Call. By default, the list that is presented
to the User is a list of all records filtered by the Accounts in Attendance on the Call. The Search
area allows for searching across the related records in the case that a large result set is
available. Please refer to the VBioPharma Administration Guide for additional details.
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In addition, the Lookup fields can be added to the Products Discussion section that will allow an
organization to associate a Call to multiple related records.
Figure 37: Child object of Account Lookup on a Call Report
Products Detailed
This section allows the users to indicate which product was detailed in which order. A list of
detailing products is displayed with checkboxes. This list is dependent upon the products
selected in the MySetup page (see page 81) for that user. Users can check off each product
which was detailed during the call, and one line for each product appears. Products are
numbered and the lines are organized in the order in which they were selected. Unchecking a
product removes the line for that product and renumbers the remaining products accordingly.
The products selected will automatically insert a corresponding line into the Product Discussions
and Key Messages sections. Product detailing is required for Product Discussions to ensure data
quality and improve usability.
Figure 38: Products Detailed Section
Products Discussions
This section allows the users further classify what types of discussions, activity types,
indications, etc. were covered with respect to each product. Users can add, copy, or delete
additional lines for each product. In addition, users can also specify if this activity relates
directly back to a product strategy and tactic from an account plan. The example below is
showing the Product Discussions configured for a MSL.
Figure 39: Products Discussed Section for MSL
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Attendees
This section allows the users to select all attendees who participated in the call. The list of
available attendees is composed of the affiliations for the account profile and the related person
accounts through the Account Hierarchy. If the account on the parent call is a business (nonperson) account, then the list of attendees includes all Child Accounts that are person accounts.
If the account in the parent call is a person account, then the list of attendees includes any
siblings of that account through the Account Hierarchy. Attendees from affiliations can include
contacts, accounts and users. Duplicates are removed from the list in case the same account
meets more than one criterion.
The available attendees are displayed with checkboxes. Users can select individual attendees
and one line for each attendee appears. Time-saving extra features include Add All/Remove All
shortcuts (not shown) to quickly add or remove all affiliated accounts and contacts as attendees.
Unchecking an attendee removes the line for that attendee. Additionally, users can search for
additional user or person account attendees or even create a brand new contact if that contact
is not found in their universe of contacts. If sampling, a Sample column with corresponding
radio buttons to select who would sign for the samples is included. Attendees in the Sample
column are displayed as hyperlinks so they can be drilled into and reviewed.
Figure 40: Attendees Section
Samples and Promotional Items

This section allows the users to select all samples, sample requests, promotional, reprint and
other leave-behind items left behind during the call. A list of all items in the product catalog
which are classified as Sample, Sample Request, Promo or Reprint in the Type field and
have My Company Product flag checked is displayed with checkboxes. As users select items
one row appears on the page for that item along with the appropriate fields to fill out, such as
quantity and lot number. Unchecking an item removes the row. Items that are not Samples will
default to a Qty of 1.
Figure 41: Samples and Promotional Items Section
Samples and Promotional Items can also be grouped into collapsible groupings as seen below.
Please reference the Administration Guide for additional details on how to configure this
setting.
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Key Messages and Reactions

This section enables the users to select key messages used during the discussion, as well as
record the overall reaction to the message from the customer. Key Messages that are not
associated with a product are displayed with a label of General Comment and a checkbox that
allows selection. For each product checked in the Products Detailed section, Key Messages
associated with that product are automatically added. Additionally a category can be
designated for each product allowing more specific key messages to be displayed. Users can
check as many messages that were covered as needed. The user can also identify the vehicle of
and reaction to each message. The utilization of the category and vehicle is configurable to
meet your needs. Please reference the Administration guide for information on how to
configure these settings. Add All/Remove All shortcuts (not shown) for each product make for
quick adding and removing of messages.
Figure 43: Key Messages and Comments Section
Figure 44: Key Messages and Comments Section with Category and Vehicle
Follow-up Activities
This section allows the users to set reminder or follow-up activities for themselves or others in
the organization. Users can add one or more lines per product, select the date, record the
details as well as assign the task to another employee. On an Individual Call the Name field will
default to the name of the physician. On a Group Call the Name field will become a picklist
where the user can select to which attendee this follow-up activity applies. The Status of the
Follow-up Activity is displayed on the Read-View of the Call Report allowing users to view the
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current status of the assigned activities. Lines can be deleted. All activities appear on the Home
Page and in the Open Activities related list on the account profile for the attendee.
Customers may add configurable workflows to this function to trigger email alerts or other
integration with BackOffice systems to complete notification loops, such as in the event of an
Adverse Event, Product Complaint or Medical Communication request.
Figure 45: Follow-up Activities Section
Expenses
This section allows the users to record the type and amount spent during the call or meeting
brief. Users can add one or more lines per type of expense, and record the note or reason and
the amount. On an Individual Call the Name field will default to the name of the physician. On a
group call the Name field will become a picklist where the user can select to which attendee this
expense applies. Users can also select All, so that the expense is divvied up evenly across all
attendees. Lines can be deleted.
Figure 46: Expenses Section
Pre-Call and Next Call Notes

As part of the Call Reporting process, Users are able to populate the Next Call Notes. These
Next Call Notes are then displayed in the Pre-Call Notes on the My Schedule Page as well as the
Pre-Call Notes field on the Call Report page for the next Call for the Account. The Next Call to
Pre-Call Notes functionality allows user to have insight into the activities or action items that
were recorded on the previous interaction without having to navigate to the previous Call.
Figure 47: Pre-Call and Next Call Notes
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Call Report Printable View

The Call Report page allows a User to create a PDF version of a Call Report in the view mode by
clicking on the Printable View link in the header of the Call Report as seen below.
Figure 48: Call Report Printable View Link
By clicking the Printable View link, a window will open displaying the Call Report in PDF format.
The PDF version can be saved to the local computer by clicking on the Save icon or the file can
be printed directly from the window utilizing the Print icon. These options can be seen below.
Figure 49: Call Report PDF Printable View with Save and Print Icons
SCHEDULE MANAGEMENT
VBioPharma includes functionality for the users to manage their schedules and time. The My
Schedule tab enables users to view, rearrange and update their call schedules, record calls, view
customer profiles and ensure all calls have been submitted appropriately. Users can also copy
complete schedules to future time periods to be able to repeat schedules that work well.
Additionally, users can use the mapping feature to determine if the schedule is optimized for
driving times.
Time off Territory is also enabled in the application. Users can enter Time off Territory requests
and submit these requests for approval to their managers.
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Every call report entry creates a corresponding activity record which will appear on the Home
Page and in the standard Salesforce.com calendar. Calendar entries and call records are always
kept in sync.
Schedule a Call Button

The Schedule a Call button appears on the Accounts and My Accounts page tabs when viewing
any saved view of accounts. Users can select multiple accounts from the list, regardless of
account record type, and click Schedule a Call. This action will navigate the user to the Call
Scheduler Page that allows for the calls to be scheduled on a targeted date.
Figure 50: My Accounts Tab with Schedule a Call Button
The Call Scheduler page allows for users to select the specific Start Date to begin scheduling calls
and the Calls per Day to schedule. A warning message will be displayed to the user in the case
that the number of Calls to be scheduled will be scheduled on days in addition to the Start Date.
Figure 51: Call Scheduler Page
The Call Scheduler will allow Calls to be scheduled up to two weeks from the selected Start Date.
When a user selects a value for the Calls per Day, this value will be the same value the next time
that the user Schedules Calls.
Calls which are created from the Schedule a Call process have the Call Status field set to
Planned. The address set for each call in My Schedule is the preferred address as defined for
that territory in Territory Fields.
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Office Hours
During the schedule process, VBioPharma will make attempts to schedule calls during the best
times to see the customer at the preferred address by leveraging the hours recorded on the
Office Hours control, as described on page 17. Calls are created in hour intervals. If no Office
Hours are specified, it will default to the next open hour timeslot.
My Schedule Tab
The My Schedule tab gives users an intuitive and familiar calendar view of their schedule. The
calendar functions much like other calendar applications such as Microsoft Outlook and
Googles online calendar. When you click this tab you will always access the page most recently
viewed by the user. This tab includes several important features which will make schedule
management much easier for users:
Day, Week and Call Cycle views.

Drag and drop of calls and events throughout the week.
Hover over calendar items displays additional data on the item including the number of
attendees on group calls or on individual calls with attendees.
Users can choose the color the different event types.
Copy weekly schedule to a call cycle.
Context menu allows users to drill down into the call, view the account, view the Account
Summary report (requires VInsights), delete a calendar item, forward the item as an email
and map the address using Google maps.
Figure 52: My Schedule Page Day View
Figure 53: My Schedule Page Week View
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My Maps
The mapping feature creates pushpin identifiers on the map corresponding to each location of
each scheduled call, numbers them in chronological order, and colors them according to the day
of the week. This feature allows the users to visualize where each planned call is located and
fine-tune their schedule for optimal driving times. Functionality in My Maps includes:
Click the colored days of the week to turn on/turn off that days pushpin appointments.
Click All to turn on/turn off all appointments.
Click the map and drag the mouse to slide the map around. Click the zoom icons or
slider bar to zoom in/out of the map. Click Map, Satellite or Hybrid for alternate map
views. This is standard Google functionality.
Click individual pushpins to see the details of that scheduled call. Users can move calls
to different days, adjust the times, and drill to the profile and call views.
A Show All Errors icon will appear on the map if an account has been selected with an
invalid address. Clicking the error will display the accounts in question.
Click My Schedule to return to the My Schedule weekly agenda page.
Click Get Directions to get step by step driving directions with Google. The directions
will be mapped out in chronological order of the schedule.
Click the Traffic, Map, Satellite, or Hybrid buttons to change the display of the Google
map to the corresponding view.
International Addresses and extended postcodes are supported.
Figure 54: My Maps Page
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Time off Territory

Users can record time off territory entries and submit them for approval. The approval process
can be configured to match your organizations business process.
Figure 55: Time off Territory
Multi-Channel Calendar
Providing a 360 degree view of the interactions with

an Account, the Multi-Channel Calendar is a monthat-a-time calendar view of all touch points for an
Account. Different data types and different users
interactions can be brought together in this colorcoded calendar allowing a user to identify how an
Account has been interacting with the organization as
a whole, whether through a website hit or call center
interaction or the activities of other reps in the
territory.
Figure 56 Multi-Channel Calendar
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CYCLE PLANS
Cycle Plans, or Plans of Actions, are lists of targeted Accounts and the respective call activity
plan to which a sales rep must adhere in order to properly promote his companys products and
messages. Cycle Plans created by Sales Operations and Management can be loaded into Veeva
CRM where sales representatives can review their plan and track their progress as they perform
calls throughout the period. Additionally, the Cycle Plan functionality allows customers and their
sales representatives to plan and track Product Details against specific targeted Accounts.
Customers can decide what privileges to give their sales representatives with regards to
updating Cycle Plans sales representatives can be allowed to edit or add targets in their Cycle
Plan, modify planned calls for their targets and modify planned details for each target. Cycle
Plans are updated nightly with the calls and details made that day to allow users to track their
progress against their Cycle Plans. Cycle Plans are available online and on VMobile Tablet
Edition.
Figure 57 - Cycle Plan
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FORMULARY MATRIX AND BENEFIT DESIGNS

The Formulary Matrix allows Managed Markets personnel to view, highlight and track detailed
formulary data for their accounts. The data is organized into multiple benefit designs for each
account, and the markets the company wishes to track. Products within the markets include
both company and competitor products. Companies can track the status of the product,
restriction codes and detailed notes about the restrictions. Users can use the supplied legend as
a highlighter to easily and visually identify statuses and restrictions.
Figure 58 Formulary Matrix
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Many companies will choose to purchase formulary data from 3rd party vendors, others will
choose to manually record the data from their knowledge of their marketplaces; still others will
do a combination of both. Each of these three scenarios is supported. In the combination case
where vendor-sourced and employee-sourced data exists for the same product, the employeesourced data will be displayed in the matrix.
Figure 59 Detailed Product Formulary View With Both Employee- and Vendor-Sourced Data
Additionally, users can elect to link the accounts benefit designs to another accounts benefit
design. This is done when their Account follows the formulary of another account and the user
does not want to manually type the data in. Users can then elect to override individual
product statuses, notes and restrictions if there are slight differences between the parent design
and their accounts design.
Figure 60 Benefit Design, Linked to a Parent, With Overrides
Detailed visual cues and functionality of the Formulary Matrix includes:
The Benefit Design picklist displays all benefit designs along with their # lives and % lives
for this account. Select an individual design from the picklist, or select All to see all
statuses and restrictions across all Benefit Designs.
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The Market picklist displays all markets for which your company is tracking formulary
data. Select an individual market from the picklist, select All to see all your products
and competitor products across all markets in the matrix, or select All Company
Products to display only your company products in the matrix.
Four columns display the data for the selected Benefit Design-Market combination:
Product, Status, Restrictions and Notes.
Your company products appear in bold; competitor products appear in normal font.
Click the Product label to sort the rows by Product.
A legend appears displaying all the possible statuses and restrictions for that benefit
design.
Parent Design appears if the selected benefit design was linked from another benefit
design. Click the Parent Design link to navigate to that parent design.
Hover over a legend value to highlight all the products in the Matrix which have that
value. Click to make the highlighting permanent. Click again to clear the highlighting.
Multiple highlights can be displayed at a time.
Click the View link next to the Benefit Design picklist to edit information about the
Benefit Design, including # and % of lives and type. You can also link to a Parent Design
here.
Click the View link next to a product to view detailed formulary information about that
product.
Click the Edit link next to a product to edit detailed formulary information about that
product.
Click Override (available when linking from a parent design) to override the formulary
status for one product which was copied from the Parent Design. Once saved, the
Override link changes to View and Edit links.
Figure 61 Formulary Matrix Linked to Parent Design, With Overrides and Highlighting
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Benefit Designs are available as a related list off the any Account or Person Account page and as
a separate page tab. All formulary data can be used in Reports and Dashboards.
Figure 62 Benefit Designs Related List
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CLOSED LOOP ACCOUNT PLANNING AND EXECUTION

VBioPharma includes an entire closed-loop strategic account planning and execution business
process. This process can be utilized by any user who needs to create a business plan for their
accounts, execute on their plans and the report on the results. The Account Planning and
Execution business process is depicted in the slide below:
Figure 63: Account Planning and Execution Business Process
Many customers utilize a four-step process for strategic account planning, although their
processes are typically broken as they lack the tools and technology to effectively plan, execute
and measure. The basic strategic account planning process in VBioPharma is as follows:
1.
Product Plan
The Brand Manager creates Strategies, Tactics and Key Messages for a particular
brand
The Brand Manager then reviews with and/or gets an approval from Managed
Markets Sales Management Team
The Product Plan is released to Managed Markets Sales Team
2.
Account Plan
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Account Managers creates their strategic Account Plans, SWOT and Strategic
Products for each account in their territory
Account Managers then review approved Product Plans, understanding the
strategies, tactics and key messages that are recommended for the product. The
account manager also decides how these recommendations will apply to their
account base and what, if any, alterations will need to be made.
The Account manager can then adopt the product plan and apply it to his/her
existing Account Plan. Additional tactics can be created by the account manager if
necessary.
The account manager then submits the plan for approval by management.
3.
Account Execution
Account Managers execute according to the account plan.
Meeting Briefs record which products were discussed with the customer, the type of
activities for those products, attendees, status, location, significant events and other
important activity classifications are noted.
Meeting Briefs are also linked to individual product plans and strategies.
4.
Measure Results
Activity reports are used by all members of the sales organization and the brand
teams to see how well various strategies and tactics are being executed and how
much progress is being made.
Visual dashboards help provide quick overviews to activity status and completion.
Reports can be exported to Microsoft Excel for further analysis and/or sharing.
Your organization is not required to follow this process exactly. Many customers will tailor this
process and the data points captured along the way to suit the needs of the business. Other
customers will opt not to use all four steps in the process. Still other customers will deploy this
process to other groups besides Managed Markets, such as MSLs and Specialty Sales. Ultimately
this is the decision of your organization and you can use whichever pieces and parts that fit the
best.
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Product Plans
Product Plans encapsulate all the details about a proposed strategy for a given product. This
includes Product Strategies, Key Messages and Tactics. You can also make use of other standard
Salesforce.com functionality on a Product Plan, such as Activities, Notes & Attachments and
Approvals, if your organizations process requires it.
Figure 64: Product Plans Page
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Product Strategies
Product Strategies are composed of a Name, Type, Description and an Estimated Increase in
Market Share. They are also related to one product. Brand Managers can create multiple
strategies for each Product Plan.
Figure 65: Product Strategy Page
Brand Managers can link key marketing messages to a Product Strategy.

Each Product Strategy can have multiple Tactics. Tactics are composed of a Tactic Name,
Description and Type, among other things. These are meant to function as a template of
recommended tactics for the account manager to follow.
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Account Plans
Account Plans encapsulate all the details about the strategy for the account. This includes
SWOT analysis and Tactics. You can also make use of other standard Salesforce.com
functionality on a Product Plan, such as Activities, Notes & Attachments and Approvals, if your
organizations process requires it.
Figure 66: Account Plan Page
Account Tactics
This related list displays all tactics which have been applied from any account plan as well as
new tactics created by the end user.
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Apply Product Plan

The user can click the Apply Product Plan button to set up their tactics for the account. The user
is presented with a list of all the product plans, broken out by strategy. Only those strategies
and tactics from plans which are marked Active will be displayed. It also includes a description
and a metric indicating the total number of tactics associated with the strategy. Users can select
multiple plan/strategies by clicking the checkboxes and then clicking save. The entire tactic
record gets copied to their account plan. Users can then go through and add more tactics and
adjust the timeline if necessary.
Figure 67: Apply Product Plan Page
As a side note, the Apply Product Plan functionality can be extended to associate the Product
Tactics to a Customer defined object or to allow Users to select the individual Product Tactics
instead of the aggregated Product Strategy. For more information, please reference the
VBioPharma Administration Guide.
Record Activity
The user can click Record Activity from the Account Plan page to record a meeting brief. See
Account Plan Execution for more details.
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Account Plan Execution: Recording Activities and Meeting Briefs

When a user executes a tactic, he/she records an activity or a meeting brief. On the meeting
brief the user can specify which account plan, strategy and tactic this particular meeting is
related to.
Users can record activities from multiple pages within the application. However, each location
will have a different effect on how much information is prefilled on the Meeting Brief for the
end user, as follows:
Account Profile No information is pre-filled other than the Account Name

Account Plan both the Account name and the Account Plan are automatically
prefilled
Tactic The account Name, Account Plan and Tactic are automatically prefilled on
the meeting brief.
My Schedule no information is pre-filled other than the Account Name
Measurement
Reports and Dashboards can be created to track and measure how well account plans and
product plans are being executed. You can create as many reports and dashboards as necessary
for your organization.
Figure 68: Sample Account Execution Dashboard
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MEDICAL EVENTS MANAGEMENT

Medical Events
The Medical Events page allows users to view and manage various types of Medical Events
within the VBioPharma application. Users are provided with the ability to create Medical Events
and identify key attributes associated to the event. Additionally, the Call Reporting functionality
of VBioPharma is seamlessly integrated with the Medical Event object. This integration is
detailed in the above Call Reporting sections. If external parties are leveraged to coordinate and
manage events, the Medical Events object can be integrated with the 3rd Party Vendors to
provide visibility of the Medical Events to the users.
Figure 69 Medical Events page
Event Attendees
The Event Attendees related list allows users to track the Attendance of Accounts, Contacts, and
Users to the Medical Events. The Attendees status with respect to their Attendance of the
Medical Event can also be tracked. Additional fields can be added to allow advanced Event
Attendee tracking as required.
The Add Attendee button and Add My Attendance buttons allow for easy searching across
Users, Accounts, and Contacts to identify and add these individuals as Event Attendees to the
Medical Event.
Medical Event Call Reports

The Record a Call button on the Medical Event allows users to track their activities performed
against a Medical Event. When Recording a Call from a Medical Event, all Event Attendees are
listed as available attendees on the Call Report.
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SAMPLE INVENTORY MANAGEMENT

My Samples
The My Samples Page provides a single location for users to perform their track all aspects of
their sample inventory, including receipts, transfers, disbursements, lots and inventories.
Figure 70 My Samples Page
Controlled Substance Sampling

VBioPharma supports the sampling of controlled substances, including state-specific restrictions,
DEA license and address management, and sampling validation. Controlled Substance sampling
can be performed via the hand disbursement model as well as the Sample Send/BRC process. In
addition, all other components of the Samples Management solution are applicable to the
Controlled Substance support including Sample Inventories, Sample Transactions, and the
associated features.
Print Inventory Worksheet

Sample inventory worksheets can be printed in the online application. The sample inventory
worksheets can be used to capture sample inventory quantities that would be entered into the
59

VBioPharma application at a later date. Users can access this feature under the My Samples
tab.
Figure 71 Print an Inventory Worksheet
The Print Inventory Worksheet feature is enabled by setting the Enable_Inventory_Worksheet

VoD message to True.
The message that is displayed under my samples can be changed using the VoD message
Print_Inventory.
Print Transfer Worksheet

The sample transfer worksheets can be printed in the online application. The sample transfer
worksheets can be used to capture the transfer of samples (not a disbursement to a doctor) by
hand that would be entered into the VBioPharma application at a later date. Users can access
this feature under the My Samples tab.
Print Transfer Worksheet
Figure 72 Print Transfer Worksheet
The Print Transfer Worksheet feature is enabled by setting the Enable_Transfer_Worksheet

VoD message to True.
The message that is displayed under my samples can be changed using the VoD message
Print_Transfer.
Found Lot Functionality

The found lot functionality allows users to request sample lots through their My Samples tab
when they possess a sample that is not associated with any sample lot in their official inventory.
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Two links are available on the My Samples tab: Add Sample Lot and View Sample Lot Requests,
which allow the users to add the request for a lot and view the lots that they have requested.
Figure 73 Add Sample Lot
Sample Transactions
The Sample Transactions section provides links to create New Return, Transfer, and Adjustment
Sample Transactions as well as a link to the Sample Transactions Tab within the VBioPharma
application.
Click View Transactions to navigate to the Sample Transactions page
Click New Adjustment to create a Sample Adjustment transaction
Click New Transfer to create a Sample Transfer transaction
Click New Return to create a Sample Return Transaction
View Transactions
When users click the View Transactions link on the My Samples page, they are automatically
navigated to the Sample Transactions page. From here the user has the ability to view and
query for sample transactions.
Figure 74 Sample Transactions Page
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New Adjustment
Users can create an adjustment transaction in the event of their samples being lost, stolen or
destroyed. When the user clicks on the New Adjustment link on the My Samples page, he will
be navigated to the Sample Transaction page.
Figure 75 New Adjustment Page
Users can select the date, reason and enter comments about the adjustment. Then the users
can select the sample, lot and quantity and submit the transaction. Once submitted, those
samples will be deducted from their inventory totals.
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New Transfer
Sometimes users will have to transfer their samples to another colleague. The New Transfer link
on the My Samples page will allow the user to access the Sample Transaction page to create the
transfer record.
Figure 76 Sample Transfer Page
Users can select the date and enter comments about the adjustment. With appropriate
permissions, a Sample Transfer record can be created on behalf of another person, such as a
District Manager creating a transfer on behalf of one of her employees.
Then the users can select to whom the samples will be sent. The address information from the
Rep Roster will automatically populate the address information. Finally, the user can enter in
the sample, lot and quantity and submit the transaction. Upon submit, the samples will be
deducted from the users inventory totals. If the quantity transferred would cause the
inventory level to drop below zero, the rep is warned with a small asterisk next to the quantity
field.
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Print Packaging Label

The New Package Label button provides users a method for quickly creating a packaging label
for their transfers or returns. The button is located on Sample Transfer records.
Figure 77 Sample Transfer Page showing Packaging Label button
The button creates a PDF with all relevant information filled out to ensure accurate mailing
addresses for samples. The layout of the form can be configured with relevant fields and logos.
Figure 78 Packaging Label Page 1
Figure 79 Packaging Label Page 2
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New Return
Often users will return samples to Home Office or their sample distribution center. The user can
click New Return to access the Sample Return Page.
Figure 80 Sample Return Page
Upon selecting the date, entering comments, and the return location and address information,
the user can enter in the sample, lot and quantity. With appropriate permissions, a Sample
Return record can be created on behalf of another person, such as a District Manager creating a
return on behalf of one her employees. Upon submit, the samples will be deducted from their
inventory totals.
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Pending Sample Receipts

The Pending Sample Receipts contains all pending Sample Receipt records for the user. The
Sample Receipt records can be created by another user via a Transfer Sample Transaction or via
a 3rd Party or back-office integration.
Click Confirm to confirm the pending receipt. The user can then input the confirmed
quantity and some comments and save the transaction. Upon save, their balance for
that sample/lot is augmented with the confirmed quantity.
Figure 81 Sample Receipt Confirmation
Sample Inventories
The Sample Inventories section displays a complete history of all Inventories for the user,
including the date, type and status.
Click New Inventory to create a new Sample Inventory
Click an Inventory ID to drill to view a submitted or complete an existing saved Sample
Inventory.
Users will perform inventory counts of all their samples on a timely basis per their organizations
policies. The user can click New Inventory to create a new Sample Inventory Record.
Figure 82 Sample Inventory Page
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As with Returns and Transfers, a Sample Inventory record can be created on behalf of another
person. Once users have filled in the Inventory details, such as the date and type, they can fill in
the counts for each sample and lot. The Difference column will automatically be calculated
based on the formula (Count Expected Quantity).
Sample Lots
The Sample Lots section displays a list of all Sample and corresponding Lots for the user,
including the Active checkbox and an expiration date. Users can uncheck the Active box to
remove those sample lots from their active list when recording disbursements.
Sample Disbursements
Reps will leave samples with a physician as part of their call. These samples must be tracked
either on a paper receipt or electronically via VBioPharmas online or Mobile applications. On
the Mobile device, the signature for the sample receipt can also be captured. For more details
on VBioPharma Call Reporting, please refer to the VBioPharma Administration Guide.
When the user wants to record samples left at the physicians office, he can fill in the
appropriate part of the call report. An example of the online version is shown below. A list of all
sample items in the product catalog is displayed with checkboxes. Administrators can configure
a default sample allocation by account, so that quantity and sample are preselected when a call
is created. As users select items, one row appears on the page for that item along with the
appropriate fields to fill out, such as quantity and lot number. Users can then record the
quantity and lot number(s) as well as the Card # from the paper receipt. When the call is
submitted, the quantity of samples left will be deducted from the users inventory totals.
When the system calculated inventory total would drop below zero after a transaction, the rep
is warned with a red asterisk about the possible error.
Figure 84: Samples and Promotional Items Negative Quantity Warning
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Sample Signatures
Administrators of VBioPharma are able to review and compare the previously captured
Signatures for a given Person Account or by user via Rep Roster.
To view Signatures by Person Account, click on the View Signatures button in the Call related list
as seen below:
Figure 85: Call Related List with View Signatures Button
To view Signatures by User via Rep Roster, click on the View Signatures button on the Rep
Roster page layout as seen below:
Figure 86: Rep Roster with View Signatures Button
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By clicking the View Signatures button, the previous 50 Signatures for the Person Account will be
displayed. The Printable View link allows Users to print the currently selected Account
Signatures. Additionally, the list of Calls can be filtered by Call Date, as seen below:
Figure 87: View Signatures Screen from Call list
Sample Receipts
Administrators of VBioPharma are able to view and print Sample Receipts for Sample
Disbursements.
To generate a Sample Receipt, click on the Print Sample Receipt button in the Call related list as
seen below:
Figure 88: Call Related List with Print Sample Receipt Button
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Print Sample Receipts

The Print Sample Receipt will generate a PDF version of the Sample Receipt that will allow a user
to Save or Print the Sample Receipt as necessary.
Figure 89: Sample Receipt PDF Version with Print and Save
Sample Unit and Case Calculator

The sample unit and case calculator provides users with a way to enter sample data at a unitsper-case level. For example, a customer can enter in sample data where each case holds 30
units. The data will always be displayed and saved at the granular unit level. Each of the
following areas takes advantage of the sample unit and case calculator:
Sample Inventories
Sample Transactions
Sample Receipts
The Quantity_Per_Case_vod__c field allows a customer to enter the number of items per case
on the Product Catalog object (Product_vod__c). This field can be populated for each product
catalog record where the type is equal to Sample.
Sample Inventories Case Calculator
If the Quantity_Per_Case_vod__c field is populated on the Product Catalog object, then a
calculator icon will display next to each of the count textboxes on the Sample Inventory tab.
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Figure 90: Sample Inventory Case Calculator
When a user clicks on the calculator icon, a calculator in-line window will open. A user can use
the calculator to calculate the sample count. If the calculator is used, the count field will be
populated or overwritten by the calculator value.
Case Calculator
Cholecap 10mg / CH-12222
(10 Tablets per Case)
Cases
Tablet
Figure 91: Case Calculator
Sample Transactions Case Calculator

On sample transactions, users will see the case calculator next to the quantity field in the
sample information section only after a sample and a sample lot have been selected. When a
user clicks on the calculator icon, a calculator in-line window will open. A user can use the
calculator to calculate the sample quantity. If the calculator is used, the quantity field will be
populated or overwritten by the calculator value.
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Figure 92: Sample Transaction Case Calculator
All types of sample transactions support the case calculator.

Confirm Sample Receipts Case Calculator
The case calculator will also work with the confirm sample receipt. The customer will see the
case calculator icon located next to the confirmed quantity field. When a user clicks on the
calculator icon, a calculator in-line window will open. A user can use the calculator to calculate
the confirm quantity. If the calculator is used, the confirmed quantity field will be populated or
overwritten by the calculator value.
Cancel Sample Send

Users have the ability to cancel a Sample Send/BRC Request before the shipment has been sent
to the requesting physician. This feature minimizes the number of unwanted shipments and
inadvertent mistakes, thus minimizing operational support requests while improving the user
experience.
After a call has been submitted with a Sample Send Request a user will be able to navigate to
the requesting physicians profile page, select the Call Sample records and click a Cancel Send
button to request a cancellation of the shipment. The sales representative will be able to
attempt to cancel the Sample Send until the Delivery Status of the Call Sample record has been
set to Delivered through the Sample Shipment integration. The requests to cancel a Sample
Send can then be pushed through the Sample Shipment integration to the distributor, who will
receive the request for cancellation and appropriately terminate the transaction.
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TERRITORY MANAGEMENT
VBioPharma includes enhanced functionality to facilitate Territory Alignments. This enhanced
functionality leverages Salesforce platforms Territory Management functionality, but includes
four new modules and features to ease the process of zip-code based alignments.
Administrators can upload the zip code to territory alignment file. A set of utilities built into the
application allows the administrators to create the appropriate rules for the alignment for each
territory, test the alignment, run reports and then finally execute the alignment. In addition,
new functionality on the account profiles allows administrators and/or users to perform one-off
assignment of territories after new profiles are created.
Assign Territory
The Assign Territory button on the account page executes the complete territory alignment
process for the profile. Most users/administrators will use this function for newly added
profiles. The process is as follows:
Click the Assign Territory

Looks at the zip code of all Addresses that are the Primary Address for the
Account or Addresses identified to be included in the Territory Assignment
Determines the territory(ies) to assign it to based on the zip code as listed in the
Zip to Terr table
The territory alignment can also be instantiated by a checkbox field on an address record. If an
address is flagged for inclusion, the account that is associated with the address will be
associated with the proper territory.
For more information on how the Territory Management process works, please refer to the
Figure 93 Account Profile with the Assign Territory Button
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Rep Roster
The Rep Roster allows customers to load in all their user information, including complete
address and phone numbers, IT data such as asset tags, HR data such as Fleet identifiers and link
the user to their Territory. The Rep Roster data is also leveraged in the Sample Inventory
functions for shipping of samples.
Figure 94 Rep Roster Page
Territory Utilities
The Territory Utilities page allows administrators to run territory alignments and monitor
alignment jobs. For more details on how to run a territory alignment, please see the
Figure 95 Territory Utilities Page
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Zip to Terr
The Zip to Terr module allows administrators to upload zip code alignment data.
Figure 96 Zip to Terr Page
Brick to Terr (Brick-based Alignments)

Brick-based alignments are non-standard geographical groupings of accounts. These alignments
work like zip-to-terr alignments, except for the fact that they use brick codes instead of zip
codes. Brick-based alignments take advantage of the Territory Utilities that have been put in
place by Veeva Systems.
Accounts in a brick-based alignment are aligned to territories based upon a brick. Bricks or minibricks are defined at the address level. Bricks can align to multiple territories and can have minibricks under them. Mini-bricks can only align to one brick and do not support a many-to-many
relationship.
Figure 97 Brick to Terr Record
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ORDER MANAGEMENT
The Order Management Module allows sales representatives to enter product orders placed by
pharmacies and other institutions they visit. A central piece of the sales reps job, managing
orders within Veeva CRM brings the current paper-based ordering process into the 21st century.
Orders can be placed against specified Accounts, and users can add line items (products and
quantities) to the order. The Order page is divided into two parts: Order header information,
such as billing address, shipping address and total discount across all line items; and Order Line
Items, where the user enters the products and their respective quantities and the discounts (if
applicable) are automatically applied. TheOrder Management module includes an advanced
Pricing Rule engine, which looks for the lowest price available for the product and quantity
entered. Pricing rules can be set at the Product, Account or Account Group level. Orders can be
placed directly to the account (Direct Orders) or through wholesalers affiliated with the account
(Transfer Orders).
Figure 98 - Order Detail Page
Order Management is supported online and on VMobile Tablet Edition.
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COACHING REPORTS
Coaching Reports provide a mechanism for Managers and Sales Representatives to create and
share coaching and reviews of performance in the field. The Coaching Report object enables a
Customer to create targeted forms for coaching and mentoring collaboration between both
Managers and Sales Representatives. These forms are intended to be filled out prior to ridealongs with the Sales Representatives. Completion of a Coaching Report form can then be
addressed after the ride-along has been completed to provide an evaluation and mechanism for
constructive feedback.
Figure 99 Coaching Report
REPORTS AND DASHBOARDS

This section describes the standard reports and dashboards which are supplied with the
VBioPharma software license. These reports are in addition to standard reports supplied by the
Salesforce.com platform license.
All reports and dashboards are configurable using Salesforce.coms standard point-and-click
report and dashboard builder. Additional reports and dashboards can be created by customers
as necessary.
End users can be print and download reports to Microsoft Excel, and with proper security rights,
can customize reports for further analysis.
Admin Reports
Admin reports are geared to work off the Time off Territory and Material Orders modules,
respectively. Two sets of reports, one at the Manager level and one at the Sales Representative
level, are available.
Table 5 Admin Reports
Report Name
Manager's Material Orders by Status
Manager's TOT Report
Material Orders by Status
Rep TOT Report
Description
Material Orders by Product, Status and Employee
Time Off Territory by Status and Employee
Material Orders by Product and Status
Time Off Territory by Status
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Account Planning and Execution Reports

Account Planning and Execution reports are designed to track and measure the execution of
account plans across a wide variety of dimensions, such as Account, Activity, Employee, Tactic,
etc. Designed for Managed Markets sales executives and managers, these reports can be
utilized by anyone who is creating account plans on any type of profile, including professionals,
hospitals, group practices, managed care organizations, etc.
Table 6 Account Planning and Execution Reports

Report Name
Activities by Status
My Current Account Plans
Strategy Execution by Account
Strategy Execution by Activity Type
Strategy Execution by Employee
Strategy Execution by Tactic
Tactic and Activity Matrix
Description
List report displaying Activities by Status
Account Plans by % Complete
List report displaying Activities by Strategy by Account
List report displaying Activities by Strategy by Type
List report displaying Activities by Strategy by Employee
List report displaying Activities by Strategy by Tactic
Matrix displaying Tactics and Activities
Specialty Sales Activity Reports

Specialty Sales Activity reports are designed for specialty sales representatives and sales
management to track and measure sales activity. Based on call reports entered by sales reps,
these reports track message utilization, promotional item distribution, product detailing
analysis, spend analysis by Account as well as missed targets.
Table 7 Specialty Sales Activity Reports
Report Name
Expenses by Account
High-Value Targets Not Called On
Manager's Expenses by Account
Manager's Promotional Item Distribution
Message Utilization by Product
Message Utilization by Reaction
Product Details by Position
Promotional Item Distribution Report
Description
Expenses accrued by Account
Grow, Guard Segments with no recent call activity
Expenses accrued by Account by employee
Promotional items by type by employee
Message recorded by Product
Messages recorded by Reaction
st
nd
rd
Products detailed in 1 , 2 and 3 position
Promotional items by type by employee
MSL Activity Reports

MSL Activity reports are designed for personnel who fill medical advisory and/or thought-leader
development roles within a Pharma or Biotech organization, such as Medical Scientific Liaisons.
These reports track meeting brief activity recorded by MSLs along a variety of dimensions, such
as Product Indication, Discussion Topics, Presentations delivered, Employees, etc.
Table 8 MSL Activity Reports
Report Name
Description
Activities by Employee
Activities by Indication and Topic
Activities by Employee
List report displaying activities by indication and discussion
topic
Activities by Product and Indication
Matrix displaying activities by Indication and Discussion
Topic
Presentations by Employee
Activities by Product and Indication

Indication and Discussion Topic Matrix
Presentations by Employee
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Account Profiling Reports

Account Profiling reports are a set of list-based standard reports for MSL, Managed Markets and
Specialty Sales users to have at their fingertips for viewing, printing and downloading.
Table 9 Account Profiling Reports
Report Name
# Lives by Account
KOL Metrics Report
KOLs by Investigator Readiness
KOLs by Speaker Skills
MCO Enrollment Report
MCO Financial Profile Report
MCO Profile with Product Metrics
Specialty Account Metrics Report
Specialty Professional Metrics Report
Description
# Lives report for MCO and MCO Plan account profile types
List report displaying all KOLs with Investigator Readiness,
Speaker Skills and Engagements metrics
List Report aggregating KOLs by Investigator Readiness
metric
List Report aggregating KOLs by Speaker Skills metric
List report showing enrollment metrics per MCO and MCO
Plan
List report showing financial metrics per MCO and MCO
Plan
List report showing formulary status, selling stage product
metrics per MCO and MCO Plan
List report displaying product metrics for key accounts
List report displaying product metrics for key professionals
Sample Management
Sample Management reports are designed for administrators and/or end users to track details
about their sampling activity and inventory levels.
Table 10 Sample Management Reports
Report Name
Active Sample Lots by User
My Active Sample Inventory
My Sample Transactions by Type
Description
Provides a list of all active sample lots by user.
Provides an inventory snapshot of the active inventory
Provides a list of sample transactions by type category for
the user.
Dashboards
Dashboards work off of existing reports in the application but present them visually to the end
user.
Table 11 Dashboards
Dashboard Name
Managed Markets Director Dashboard
Managed Markets Sales Dashboard
MSL Dashboard
MSL Director Dashboard
Specialty Rep Dashboard
Specialty Sales Management Dashboard
Description
Dashboard for sales management in Managed Markets.
Includes charts based on Strategy Execution reports.
Dashboard for account managers in Managed Markets.
Includes charts based on Strategy Execution reports,
account plans and # lives.
Dashboard for MSLs. Includes charts based on KOL
analysis and activities by indication, topic and presentation.
Dashboard for MSLs management. Includes charts based
on KOL analysis and activities by indication, topic and
presentation.
Dashboard for the specialty sales rep. Includes charts
based on call activity, time off territory and material orders
reports.
Dashboard for specialty sales management. Includes
charts based on call activity, time off territory and material
orders reports.
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END USER ADMINISTRATION MODULES

VBioPharma includes a set of administration modules available for end users to research
information, set preferences or manage administrative functions.
Product Catalog
The Product Catalog enables users to enter products, samples, promotional items and reprints
as well as key details about products, such as therapeutic classes and areas, costs, product
images, etc. End users can research the catalog for details on products and competitive
products.
Records in the Product Catalog drive what appears in the MySetup page (see page 81) as well as
which promotional items appear in the Call Report.
Figure 100 Product Catalog Page
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Material Orders
The Material Orders module is designed for simple product and material orders. Reps can
create an order, pick product catalog items and quantities, and then submit for approval. It
does not support Sample ordering.
Your organization can take Material Orders data and integrate it with the fulfillment application
or vendor of your choice.
Figure 101: Material Order Page
My Setup
My Setup is an administrative screen which enables users to specify which products they are
responsible for promoting at their accounts as well as any Competitor Products that are
pertinent to their Accounts. The Ratings Control and Call Reporting depend on the settings
here. For each product (both Company and Competitor) selected in My Setup, one row will
appear in the Ratings control. For each Company product selected in My Setup, one checkbox
will appear in the Products Detailed section on the call report. Additionally this will also drive
related promotional items to be displayed in the Samples and Promotional Items section on the
Call report.
Figure 102: My Setup Page
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Administrators can manage the My Setup tab for users with the user look-up located on the My
Setup tab. This allows administrators to change the products that can be detailed by a
representative without having to use the data loader or having the representative make the
changes themselves.
Figure 103: My Setup Page for Administrators and District Managers
User Activity Logging

The User Activity Logs are available under each users User Details. The User Activity Logs
provide a way for support staff to troubleshoot issues for a specific user in the system. The logs
provide information on a users activity on the PDA, Tablet, and Online.The logs capture
information based on the activities that the user has done in the system. If the user creates a
new call report and saves the call in VMobile, the activity log will log the creation of the call and
the saving of the call.
The support staff has the option of downloading three different timeframes with regards to a
users activity log. The first is Download Last Day. This provides data for the last 24 hours from
when the Download Last Day link is clicked. The second timeframe is Download Last 7 Days.
This provides the last seven days of activities that the user has done. Lastly, Download Last 30
Days provides a history of a users activities for 30 days.
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Figure 104 User Activity Logs
The Activity Log captures specific information based on the activity that has taken place. The
table below shows what areas are logged and a description of the information that is captured:
Column Headings
Timestamp
Org Id
User Id
User Name
Platform
Process
Object Name
Description
Param 1
Param 2
Activity Log Column Headings

Description
Provides a time and date of when the activity occurred.
The Org Id column shows the Salesforce Org Id.
The User Id column shows the Salesforce user Id.
Shows the username who did the activity.
Shows which platform the activity took place on (Tablet, Online, etc).
Shows what kind of process took place in regard to the activity (Sync,
view, create, error, etc.).
Object name shows which object the activity took place against.
Provides a description of the activity.
Provides more information about the activity (Mobile Id, account
name, version, etc), depending on the activity.
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Param 3
Param 4
Param 5
Activity Log Column Headings

APPLICATION ADMINISTRATION MODULES

The following application administration modules can be located in the Configuration
application within VBioPharma.
Call Followup Templates

The Call Followup Templates module allows the administrator to set up follow-up activity
templates for call reporting. Options include the default number of days from the creation date
the task is due, e-mail notification by template, and assignment defaults.
Figure 105: Call Followup Templates Page
Key Messages
Key Messages module allows operations, sales management and/or brand management to
create key messages for a product and associate them with a product plan or just enable them
to be used on basic call reporting.
Figure 106 Key Messages Page
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Formulary Products
The Formulary Products page tab allows administrators to set up markets, products and
competitive products for display in the Formulary Matrix.
Figure 107 Product Catalog Page
Lot Catalog
The Lot Catalog allows administrators to load in and manage lots for use in Sample Inventory
Management.
Figure 108 Lot Catalog
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Metric Configurations
Metric Configurations is an administrative screen to be utilized only by application
administrators, not end-users. The Metric Configurations module allows you to create and
configure the types of fields which appear in the Ratings and Evaluations section of the Account
Profile. Using this module you can configure the title, type, display order, threshold ranges as
well as which Metrics appear on which account profile.
Figure 109 Metric Configurations Page
Veeva Messages
The Veeva Messages module allows administrators to configure the text and labels displayed in
VBioPharma which are not standard Salesforce.com labels. Veeva Messages also contain the
HTML messages for setting up the layout for the VBioPharma Mobile application. For more
information on the VBioPharma Mobile application, please refer to the VBioPharma Mobile
Application Guide.
Figure 110 Veeva Messages Page
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VBioPharma Functionality Guide Version 11

VBioPharma Functionality Guide

VBioPharma Functionality Guide

VBioPharma Functionality Guide

VBioPharma Functionality Guide

VBioPharma Functionality Guide

VBioPharma Functionality Guide

VBioPharma Functionality Guide

Chapter 3: The VBioPharma Application. This chapter describes how the

WHO SHOULD READ THIS BOOK

RECOMMENDED STUDY AND TRAINING

VBioPharma Functionality Guide

VBioPharma Functionality Guide

Chapter 2: What is VBioPharma?

Simplicity we have followed Salesforce.coms metaphors when designing and

Ease of Use we have continued to follow and expand on Salesforce.coms

Primary Care Representatives

VBioPharma Functionality Guide

Primary Care Sales Representatives

Robust Account Profiling, including professionals, hospitals, departments and clinics

Specialty Sales Representatives

Robust Account Profiling, including professionals, hospitals, departments and clinics

VBioPharma Functionality Guide

Managed Markets Account Executives

Both Contact and Account support with Affiliations

Medical Scientific Liaisons

Robust Professional profiling

Sales and MSL Management

VBioPharma Functionality Guide

Chapter 3: The VBioPharma Application

Table 1: VBioPharma Profiles and Profile Types

VBioPharma Functionality Guide

Accounts, Person Accounts, Contacts

Figure 1: Account Profile MCO Example

VBioPharma Functionality Guide

Figure 2: Person Account Profile Professional Example

VBioPharma Functionality Guide

Figure 3: Contact Profile Example

VBioPharma Functionality Guide

Figure 4: Address Related List

Office Best Times

Figure 5: Office Best Times

VBioPharma Functionality Guide

Affiliations / Sphere of Influence

Icons represent accounts by type. For example, a hospital is represented by the

Figure 6: Sphere of Influence

VBioPharma Functionality Guide

Figure 7: Affiliations Related List

VBioPharma Functionality Guide

Figure 9: Sample Product Metrics for Specialty Sales

VBioPharma Functionality Guide

Figure 10: Product Metrics Related List

VBioPharma Functionality Guide

Figure 11 Formulary Matrix

Prescriber Level Formulary

Status (Tier 1, Tier 2, etc)

VBioPharma Functionality Guide

View User Territory Link

Figure 12 View User Territory link

Figure 13 Territory User Display

Figure 14 Territory Fields Related List

VBioPharma Functionality Guide

Figure 15: Assessments Related List

Figure 16: Speaker Evaluations Related List