2020 Veeva Commercial & Medical Summit

Cracking the Code on Key Account Management

Andy FuchsVP, Commercial Strategy

Kilian WeissGeneral Manager,

Veeva Link

3Copyright © Veeva Systems 2020. Veeva Confidential.

Important Disclosures

The following is intended to outline Veeva’s general product direction. It is intended for

informational purposes only and does not form part of any contract. It is not a

commitment to deliver any specific functionality and it should not be relied upon in

making purchasing decisions. Features and functions described in this document will be

released commercially only when and if they become available. The development,

release, and timing of the features or functionality of Veeva’s products remains at the

sole discretion of Veeva.

4Copyright © Veeva Systems 2020. Veeva Confidential.

Agenda

KAM Strategy to Execution1Introducing Veeva Link for KAM2Connecting Veeva CRM and Veeva Link for KAM3Demo: Veeva Link4Q&A5

5Copyright © Veeva Systems 2020. Veeva Confidential.

Cracking the Code on Key Account Management

A G I L E C O L L A B O R A T I O N C O O R D I N A T E D D E L I V E R Y

Pull-throughUnlock the account

6Copyright © Veeva Systems 2020. Veeva Confidential.

A G I L E C O L L A B O R A T I O N C O O R D I N A T E D D E L I V E R Y

Unified / Distributed

Therapeutic Area

Portfolio / Product

Account Type

TeamRole

Critical KAM Inputs

7Copyright © Veeva Systems 2020. Veeva Confidential.

Dynamic plan

Team-based

People centric

Defined plan

Activity-based

Account centric

From Strategy to Execution

A G I L E C O L L A B O R A T I O N C O O R D I N A T E D D E L I V E R Y

8Copyright © Veeva Systems 2020. Veeva Confidential.

From Strategy to Execution

Software

Company instance

Target customers in Territory

Structured interaction management

Software and data

Industry instance

Key People and Key Accounts

Agile relationship management

A G I L E C O L L A B O R A T I O N C O O R D I N A T E D D E L I V E R Y

9Copyright © Veeva Systems 2020. Veeva Confidential.

VisionEnabling the agile commercial model in life sciences

10Copyright © Veeva Systems 2020. Veeva Confidential.Copyright © Veeva Systems 2020. Veeva Confidential.

Veeva Linkfor KAMEnabling the Agile Commercial Model in Life Sciences

Industry Data Set and AI (related to key people and key accounts)

Advanced searchNews feedProfilesInsights

Agile CollaborationRelationship managementTask managementInteractions and notes

Mobile App for ExecutivesInsightsContact management

11Copyright © Veeva Systems 2020. Veeva Confidential.

Software

Company Instance

Target Customers in Territory

Structured Interaction Management

GENERALLY USED BY

All Sales Teams

Most Medical Teams

Some KAM Teams

Enhancing CRM for Key People and Accounts

Software and Data

Industry Instance

Key People and Key Accounts

Agile Relationship Management

GENERALLY USED BY

All KAM Teams

All Marketing Teams

All Medical Teams

All Executives

Some Sales Teams

12Copyright © Veeva Systems 2020. Veeva Confidential.

Key Capabilities Are Complementary

Industry database of key people and key accounts

News feed for key people and key accounts

Set objectives on key people and key accounts

Relationship management of key people

Agile task sharing

One-click interaction recording

Integration between Veeva CRM and Veeva Link

Territory management

Call reporting

CLM

Rep email

Remote meetings

Events management

Medical inquiries

Centralized account plans

Configuration and custom data collection

13Copyright © Veeva Systems 2020. Veeva Confidential.

Veeva Link for KAM

DEMO

14Copyright © Veeva Systems 2020. Veeva Confidential.

Cracking the Code on Key Account Management

A G I L E C O L L A B O R A T I O N C O O R D I N A T E D D E L I V E R Y

Pull-throughUnlock the account

15Copyright © Veeva Systems 2020. Veeva Confidential.

Learn More

• Veeva Roadmap: Veeva CRMWednesday, June 10 - 11:00 a.m.

Wednesday, June 10 – 5:00 p.m.

Related Sessions

• Visit the Solutions AreaChat with Veeva expertsBook a 1:1

• Connect via BraindateMeet with other attendees on topics of interest

Connect & Learn

Thank you