Enterprise Sales Force Automation Field Activity Reporting Promotions

Enterprise Sales Force Automation Field Activity Reporting, Promotions & CRM, Expense monitoring An Excel Software & Systems PLC presentation Medico SFA

Company Profile: Excel Software & Systems Pvt. Ltd. EXCEL Excel Software & Systems Pvt. Ltd. (Excel Software) is an Independent Software Vendor (ISV) providing enterprise grade software solutions to major organizations in the public and private sectors, with focus on Supply Chain Management, Finance & MRP. Excel specializes in Industry specific Decision Support Systems integrating diverse enterprise applications that are extended across the enterprise from the corporate offices right down to sales people in remote locations. Location: Key Features: Mumbai, India • • • Founded in 1987 25+ years of experience in enterprise software products. More than 3000 installations of its software 18+ years of focus on the Indian Pharmaceutical industry Excel’s SD products span the entire distribution landscape right from the enterprise to logistics, wholesale & retail. • Medico SFA capitalizes on Excel’s enterprise experience & familiarity with KPIs that need to be monitored. Copyright © 2013 Excel Software & Systems Pvt. Ltd. All rights reserved. 2

Experience – Software Development Projects EXCEL Madras Port Operational MIS Excel’s earliest projects were with apex bodies of the Govt. of India in conjunction with the World Bank & the EEC. • HUDCO • Karnataka Housing Board • Tamil Nadu Urban Dev • Municipal Urban Dev Fund Copyright © 2013 Excel Software & Systems Pvt. Ltd. All rights reserved. Ministry of surface transport Directorate General of Civil Aviation Operational MIS 3

Enterprise Product Portfolio EXCEL Medico SFA Enterprise grade Products for the Pharmaceutical Industry Sales Force Automation & CRM Medico e. DSS Medico SS Decision Support & BI Secondary Sales Medico WR Sales & Distribution Finance SOA / BPM /BRMS Medico SG Wholesale, retail Solutions Medico Online SD PS & PI Distribution Copyright © 2013 Excel Software & Systems Pvt. Ltd. All rights reserved. 4

SOA / BPM Technology for Medico Online SD transactions Medico e. DSS allows the entire organisation Branch offices, Regional Offices & Field Staff SMS e-mail EXCEL to operate on a common information platform. Notepads Hierarchical security features are built in. Medico e. DSS at remote locations (branches & warehouses) Medico e. DSS Tier Workflows & Rules Integration Tier Web services Tier Data Retrieval Service Business Logic Service External App Service SAP / Other global Enterprise Apps Medico e. DSS Database (SAP BAPI/RFC)

Medico e. DSS – case study – monitoring HQ profitability EXCEL Medico e. DSS Layer - domain specific functionality – Business logic, processes, workflows, alerts, controls, analytics Web services integration layer Pending Orders Deliveries Free schemes Customer details Field allocation Targets Product grouping Invoices, tax Collections, CRA Credit & Debit notes Field staff salaries Campaign expenses CRM expenses Sales Returns Expiry Breakage returns This case study shows an example of how Medico e. DSS integrates data from different applications to monitor HQ profitability. Previous year data Statistical rates Pool territories Incentive schemes Demand planning data Cost of Samples & Promo Inputs Call Average Missed calls Field expenses RFC Medico e. DSS Sales Force SAP-SD SAP-FICO Database Automation Samples & Promotional Inputs

Medico e. DSS caters to ALL the users in the enterprise Sales & Marketing Sales Admin & Product Management teams • Sales performance • Expiry breakage analysis • Targeting & Incentives • Brand management • HQ / Area / Regional profitability • Workflows for field CRM & other expense approvals. • Online cycle meeting aids. Finance • Multi company, multi branch • Drilldowns to transactions • Budget related alerts • Approval workflows • Tax reporting • Cost of sales monitoring • Distribution costs • Credit control team reports EXCEL Supply Chain Distribution & Procurement • Stocks at CFA locations • Near expiry stocks • Sales trends • Demand & transfer planning • Approval workflows • Consuming doctor biz claims • CFA/CSA management reports • Pending orders • Vendor approvals, monitoring

Medico SFA Sales Admin EXCEL Expense Monitoring Field Staff Sales Admin teams Finance Field managers • • Standard rates for travel reimbursement • Daily allowances • CRM approval workflows • Conference/ Meeting expenses. • Budget checks • HQ profitability • Sample stocks with Field staff • Sample & PI usage. • Managing Doctors / Customers • Field performance KPIs • Primary & Secondary sales • Cost of sales • Leave and attendance • Work, Training approvals. Daily Call Reports Doctor/ Customer coverage Call average Repeat calls missed Hospital / Institution visits Workflows for field CRM & other expense approvals. • Online cycle meeting aids.

Medico SFA - Advantages Medico SFA is a comprehensive Sales Force Automation and CRM enterprise application. Custom built for the Indian Pharmaceutical industry – easy to use User Interfaces with all relevant functionality. Allows tour planning, fare charts and other features. Maintains stock of PI and PS with each field person. Travel expenses, allowances calculated by the system based on the DCR. Forces filling up of DCR, saves time for sales admin people, audit compliance is provided. Expense and CRM approval workflows available. Drill down reports and dashboards for field staff. Facilities to integrate with underlying ERP to pull in primary sales and secondary sales related data. Mobile framework provides ability to locate the Sales Rep while he is filling up the DCR. EXCEL

Medico SFA – Daily Call Report UI EXCEL

Medico SFA – Daily Call Report – Wholesale & Retail order booking EXCEL

Medico SFA – Daily Call Report UI – PI usage & stocks EXCEL

Medico SFA – UI for receipts of PS / PI EXCEL

Medico SFA – Leave records and approvals EXCEL

Medico SFA – Monthly Tour Plan EXCEL

Medico SFA – Field Expense Claims & Approval workflow Distances, one way fares are pre-set. Allowances, fare calculated by system. Lodging, boarding norms are pre-set. Claim variation allowed is pre-set Expenses are calculated based on the Daily Call Report entered. DCR entry, therefore becomes mandatory. EXCEL

Medico SFA – Doctor / Customer master EXCEL

Medico SFA – Doctor / Customer master – Business metrics EXCEL

Medico SFA – Doctor / Customer master – CRM related info EXCEL

Medico SFA – Hosting details The Medico SFA Saa. S model hosting includes the following: • Hosting the application at a level A Tier III data center in Mumbai. • Medico SFA license costs. • Windows 2008 Server OS. • Oracle 11 G licenses (RDBMS). • 10 MBPS reserved bandwidth for the servers • 2 alternate ISP for switchover during connectivity outages if any. • Network and data security, firewalls • 24 x 7, 365 days a year support for servers & connectivity at data centre. • 9 hours a day helpdesk support for Medico SFA on all weekdays (except national and public holidays) for Indian users. • Hot and cold automated backups of data. • AMC for licenses is included – standard upgrades, statutory compliances EXCEL

Medico SFA – Data Centre Specs The data centre network and data security features are as below: General features: • Level A grade, Tier III Data Center with banking clientele. • Located at Prabha Devi in the heart of Mumbai, high security area. • 3 STM 1 s from 3 ISPs – Tata, Reliance and SIFY. • Connected via BGP to the Internet Exchange in Mumbai via Tata. • ISO 27001: 2005 certified for ISMS • ISO 9001: 2008 QC for hosting services • ISO 20000 for ITSM Physical Security • • • 24 x 7 x 365 security guards CCTV, digital locks, finger print identification for entry etc. No part of the data centre is exposed to the external environment. Higher floor ensures safety from flooding. Located in a high security area. EXCEL

Medico SFA – Data Centre Specifications Fire Control - The Data Center uses FM-200 gas based fire suppression, smoke detecting sensors, 24 x 7 x 365 CCTV surveillance by ops team. Air Conditioning – Temperature maintained at a constant 68° F. , plus or minus 3° F. , with humidity at a constant 45%-50%, as per international data centre standards. Power Specifications and UPS • Main power supplied by the regional electric power utility. • Two-fold resilience provided by UPS to each area. • Diesel backup generator auto starts within seconds of a power failure. • A power conditioning strategy is used. Network Security and Firewall • Routers- Cisco 6500 series • Cisco 3550 giga port switches • Foundry Load balancer by Brocade • Cisco Pix Firewalls Cisco ASA 5505 • All cables are by AMP - includes CAT 6 Cables, Patch Cords & UTP Connectors EXCEL

Medico SFA – Saa. S model Backups The following backup procedures are used: Online Backup: Done on the Continuous Data Protection (CDP) Server. We usually use a backup agent license called CDP license (R 1 Soft). Auto backs up files and folders in real time. Options range from 100 GB to 1 TB per month. Offline Backup: 1 TB external USB HDD is provided to the customer. Scheduled backups are taken using Plesk / CPanel / Oracle / MSSQL backup command through the Database. Media is stored and can be restored on demand. Daily incremental backups are scheduled in addition to these backups. SAN Storage: Data is stored on the SAN (Storage Area Network) and NAS (Network Attached Storage) as per customer requirement. EXCEL

Customers of the Medico suite of products In use by major pharmaceutical companies in India. All these customers manage multiple businesses on the same platform including ethical pharma, FMCG, veterinary, generic sales, specialty medical clinics, dental healthcare etc. demonstrating the flexibility and agility of the business processes being delivered through the Medico suite of solutions. EXCEL

Signing off EXCEL Thank you ! Should you need any more information, do contact us. Uday Vijayan Mobile: +91 -9820058860 Email: uday@tpchr. in excelsof@vsnl. com Medico SFA