Johnson & Johnson

Harmonizing Salesforce Automation across EMEA

In the highly competitive pharmaceutical industry, managing a large sales organization effectively and maintaining a position at the forefront of technological innovation is crucial. Johnson & Johnson, one of the world’s leading pharmaceutical companies, faced the challenge of harmonizing their salesforce automation across the EMEA region, while also striving to become an omnichannel-driven organization. Over the past 8 years, valantic has been a trusted partner in this journey, providing consultancy and solutions that have resulted in a high adoption rate and a system now used by over 15,000 users in more than 35 countries.

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Harmonizing Salesforce Automation across EMEA

The challenge

Johnson & Johnson pharmaceuticals is one of the biggest pharmaceutical companies in the world. They have a very big sales organization that needs to be managed correctly and work according to harmonized processes within the EMEA region. Additionally, they are industry innovators who always are working with the latest technologies and tools and aim to uphold that position within the industry. Building a harmonized salesforce automation solution that can be leveraged by all countries in EMEA, while still allowing slight localizations was key in the success of Johnson & Johnson. At the same time, the valantic team needed to make sure to create a shared understanding and adoption across the regions. One of the visions was to become an omnichannel-driven organization that leverages its knowledge and data in a smart way to achieve its goals.

The solution

valantic has been providing consultancy on multiple levels of various roles within Johnson & Johnson over the past 8 years. The collaboration started by providing business analysts for their Veeva CRM solution, mainly in the Salesforce Automation area. This included topics such as Call Planning, Territory Management, Account Management, Multichannel Cycle Plans, Key Account Management & Segmentation. Over the years valantic has been involved in other areas such as Event Management, Customer Service, Tender Management, Multichannel Engagement, etc. and has even been assigned as business owners for certain topics.

As Salesforce experts, valantic supported with the migration from Salesforce Classic to Lightning Experience/Veeva Sunrise. Lastly, as the preferred partner for delivering all MyInsights reports and dashboards, leveraging our in-house development framework and UX/UI design partnership.

Results

The Johnson & Johnson CRM platform was built on requirements fully prioritized by the business in an agile way, which resulted in a high adoption rate. Additionally, valantic played a supportive roll on the roll out of new capabilities by training countries, involving them in the process and working on continuous improvement of one harmonized solution. Today, more than 15.000 users are using the system in 35+ countries

About Johnson & Johnson

Johnson & Johnson is a global pharmaceutical company that engages in the research and development, manufacture, and sales of products. The company operates in three business segments: Consumer, Pharmaceutical, and Medical Devices. The Consumer segment includes a range of products used in baby care, oral care, beauty, over-the-counter pharmaceutical, women’s health, and wound care markets. The Pharmaceutical segment is focused on the therapeutic areas of immunology, infectious diseases and vaccines, neuroscience, oncology, and cardiovascular and metabolism, as well as pulmonary hypertension. The Medical Devices segment includes a range of products used in the orthopedic, surgery, interventional solutions, and eye health fields.

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