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Human Genome Sciences Europe Moves to the Cloud With Veeva CRM to Support New Lupus Treatment
Date:11/1/2011

BARCELONA, Spain, November 2, 2011 /PRNewswire/ --

In preparation for its European launch of Benlysta, the first FDA approved Lupus drug in 50 years, Human Genome Sciences (HGS) needed a customer relationship management (CRM) system to arm its newly formed European commercial sales team. The company had a long list of selection criteria including ease of use, flexibility, mobility, industry-specific functionality, speed, and low system maintenance. Veeva CRM - the fastest growing pharma CRM solution in the world - had proven itself already at HGS' U.S. headquarters, but also offered international synergy for HGS Europe. After a thorough market analysis, HGS selected cloud-based Veeva CRM for all specialty care sales reps and medical science liaisons in Germany, Spain and France.

In June, HGS' German office began implementing Veeva CRM and finished the project in six weeks - two weeks ahead of schedule. HGS cited Veeva's strong pharmaceutical industry expertise and understanding of HGS' sales model as key to the smooth implementation. Implementing with a single flexible system across Europe will ensure HGS is able to roll out the system quickly and at a very low cost in additional countries, including Spain and France which are scheduled to deploy Veeva CRM next. "Veeva CRM is extremely intuitive, and fully embraced by our field teams in Germany who are already up and running on the system," said Kevin Crowe, associate director, Marketing and Sales Operations, Europe at HGS. "Veeva CRM will allow us to improve customer traction by enabling our reps to more effectively measure calls and profile customers. Additionally, Veeva CRM is a great system for improving customer targeting, making us more efficient at turning non-prescribers into advocates!"  

Before choosing Veeva CRM, HGS considered all of the top offerings but had concerns that their single tenant architectures would limit flexibility. "On-site and hosted solutions are dinosaurs,
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