Devices and Services for Health & Life Sciences: A Look at Our Sales Force Enablement Strategy

16 December 2013 | Andrea McGonigle, Managing Director, Life Sciences, MSFT group


As Microsoft transitions to a services and devices company, one area in Life Sciences that has developed into a very compelling story is our Sales Force Enablement strategy focused on the pharmaceutical sales rep. It is like baking a cake—a few good ingredients cooked just right and icing on the top.

The perfect recipe for a great Sales Force Enablement strategy includes four key ingredients:

  1. Compelling devices that are easy to manage, reduce the total cost of ownership, yet raise the productivity of the sales reps. One of the key points we learned is that though many reps were carrying iPads, they also maintained a laptop or a PC at home. Many essential sales-related activities still have to be done in between sales calls and later at night from home. Why not have one device that can be used on the road and at home or in the office? Many corporate laptops are now up for refresh, and this is a perfect opportunity to evaluate a one- device strategy.The Windows 8 devices are so compelling.  
  2. Enterprise-class software such as Windows 8.1 and Office 365. Watch this customer video of Novartis, a healthcare company that empowers staff and increases productivity with a highly secure solution on a single device.
  3. A well-thought-out partner strategy. We looked at the space and know that our customers are using various solutions. One exciting development was the release of the Veeva Windows 8 app. We have several partners like Veeva, Cegedim, Absalon, and others who are creating apps and adopting the Microsoft platform in this space. Customer feedback has been overwhelmingly positive, and there is a lot of excitement about the new devices and apps.  The Windows team worked closely with Intel and Veeva to help create this solution. Read more about it here. We are continually building out the partner ecosystem. Watch this space as more exciting announcements are on the way. 
  4. Envisioning the future for the space and beyond. Our goal at Microsoft Health & Life Sciences is not to just compete with what is on the market today but to change the game over time. With innovative, enterprise devices and cloud services that are transforming the industry we believe we can turn the sales force automation model on its head and focus on productivity and increased quality time with the doctor. Move over, Betty Crocker—there's more than one way to bake a cake. Stay tuned for more to come in this space from Microsoft Health & Life Sciences.

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Andrea McGonigle
Managing Director, Life Sciences, MSFT group