Gartner defines “CRM” as technologies or systems that enable a broader customer engagement business strategy. These systems span four major areas — sales, marketing, digital commerce, and customer service and support. Yet in the life science industry (that is pharmaceutical, biotechnology, medical device and diagnostics organizations), CRM is synonymous with sales and field enablement systems, given their heavy reliance on a field-force-driven engagement model. These systems support the automation of sales activities and expert engagement for organizations’ sales professionals, key account managers, medical experts and field service personnel. These systems are also central to sales and medical teams responsible for raising therapeutic awareness, delivering educational content and influencing demand, as well as nurturing contracts with HCPs, healthcare organizations (HCOs) and other medical stakeholders. In addition, these systems provide servicing as a system of record and maintaining compliance with jurisdictional regulations for capabilities such as planning, enablement, execution and analysis processes.
RIM Solutions Allow Organizations to Scale and Speed Products to Market: RIM solutions are a set of key capabilities that a life science company needs to manage the regulatory approval and maintenance of a life science product for commercial use. Each RIM solution capability addresses a specific aspect of the process to gain and maintain regulatory authorization in one or more regulated markets. RIM solutions can be stand-alone point solutions or part of a RIM platform, and either deployed on-premises or in the cloud. Much investment in these solutions from life science companies has involved the shift to cloud deployments (primarily public cloud deployments) over the last five years. RIM capabilities consist of solutions used for: - Product registration management - Regulatory intelligence and regulatory requirements management - Product detail and product information management - Dossier management - Submission content management, including authoring, development and approval - Product label and promotional material development - Health authority interactions, communications and commitment tracking - Submission planning, production and archival
Gartner defines the market for quality management system (QMS) software as the business information management system that manages quality policies and standard operating procedures (SOPs). This may include, but is not limited to, customer requirements, quality documents, International Organization for Standardization (ISO) requirements, manufacturing capabilities, robust design, auditing procedures and protocols, nonconformance/risk management activities, testing criteria, and industry-specific regulations (for example, the U.S. Food and Drug Administration [FDA] or the Federal Acquisition Regulation [FAR] requirements).
Revenue data solutions (RDS) provide proprietary, third-party and AI/ML-driven customer data to commercial teams. They make this data accessible as a stand-alone offering and/or through a SaaS product for integration into various technologies across the revenue tech stack. Data-driven commercial teams rely on RDS’ actionable context and guidance to prioritize and engage buyers. RDS solutions are used across functions to facilitate scoring, planning, business analytics and data management.