Xolomon

How Xolomon Reduces Cost per Lead by 94% with Remote Calls

Case Study
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  • 94%
    Reduction in Cost-per-lead
  • 550%
    Increase in HCP Engagement rate
Takeshi Nakauma

To take the opportunity and improve the shortcomings in digital health, Xolomon needed a solution like Platforce that would help come up with a multichannel approach with the right content in the right channel. Platforce allows the integration of CRM, a mixture of synchronous and asynchronous channels, and the development of interactive and relevant content.

Takeshi Nakauma

Founder & CEO

- XOLOMON -

Customer

XOLOMON

Xolomon has been digitalizing marketing and sales models in the pharmaceutical industry since 2011. The company offers a wide range of products and services to create databases and web applications for collecting and exploiting clinical information.

The Xolomon multidisciplinary team assists pharmaceutical laboratories, contract research organizations (CROs), research societies and institutes, collaborative groups, foundations, and hospitals in creating and implementing innovative strategies based on their needs, the latest practices, and advanced technology.

Highlights

Xolomon is a state-of-the-art online platform for the creation of electronic data collection notebooks (EDC). The flexibility and adaptability of Xolomon makes it the best solution for data collection in any type of clinical study, from small observational studies to large and complex clinical trials.

Challenges

  • physicians couldn’t access a video call or turn on the camera
  • system broke up constantly
  • making remote calls that can be tracked throughout a customer relationship management (CRM) system
  • the lack of marketing innovation and the lack of high-quality customer experience

Solutions

  • customized dynamic dashboards
  • effective analytics system that allows the company to measure the activities of each sales representative and discover the entire journey of each HCP
  • remote calls that enable Xolomon representatives to record their presentations for better performance and closing the loop efficiently

Results

  • increased the number of engaged HCPs and touchpoints with them
  • increase the engagement rate from 14 HCPs to 784 HCPs per month
  • reduce the cost per lead from nearly $250 to around $15 due to the increased engagement rate and flexibility of online communication

Customer

XOLOMON

Xolomon has been digitalizing marketing and sales models in the pharmaceutical industry since 2011. The company offers a wide range of products and services to create databases and web applications for collecting and exploiting clinical information.

The Xolomon multidisciplinary team assists pharmaceutical laboratories, contract research organizations (CROs), research societies and institutes, collaborative groups, foundations, and hospitals in creating and implementing innovative strategies based on their needs, the latest practices, and advanced technology.

Point Of Contact

Takeshi Nakauma

Takeshi Nakamura is the founder and CEO of Xolomon, a company that helps pharmaceutical businesses and healthcare organizations adapt to the digital world most efficiently using custom marketing solutions.

Having started his career as a sales representative in the late 1990s, Takeshi occupied multiple strategic positions, such as product manager and business unit director. As the head of a digital company with in-depth expertise in pharmaceutical commerce, he dedicated himself to dealing with the two most crucial challenges in pharma — the lack of marketing innovation and the lack of high-quality customer experience.

Challenges

The Necessity for Remote Calls during the COVID-19 Pandemic

Originally, Takeshi started Xolomon as an outsourcing company that provides pharma companies with the services of sales representatives. When the pandemic spread worldwide, he faced the necessity of adapting to the new reality by searching for remote call functionality for his team.

The pandemic transformed the needs of the customers.

“Before the pandemic, remote calls weren’t as important as afterward,”

Takeshi explains.

The Xolomon team was looking for a solution that offered the possibility of making remote calls to physicians and tracking these calls throughout a customer relationship management (CRM) system.

Also, the solution would have to deal with the compliance issue of the pharmaceutical content.

Before searching for a dedicated platform for making remote calls with healthcare professionals (HCPs), Takeshi and his team tried to use Google Meet and Zoom as workarounds.

However, this method limited the demonstration of promotional materials. It was impossible to assure the protection of personal and corporate information, and Xolomon sales reps couldn’t engage with their customers appropriately.

After finding the solution and using it for a while, Xolomon was unsatisfied with the

  • customer experience
  • level of support during the implementation process.

“Sometimes, physicians couldn’t access a video call or turn on the camera. Sometimes, the system broke up. So there was a lot of frustration for the physicians,”

Takeshi says.

Then it was Takeshi’s friend who recommended Platforce.

Implementing Platforce to Enhance HCP Engagement with Video Calls

After experiencing Platforce for three months, Takeshi decided to use the platform for the whole year at least. Also, Xolomon requested two more instances of the platform for their clients.

Results

With Platforce, Xolomon not only covered all issues that its team had with the previous solution but

  • increased the number of engaged HCPs and touchpoints with them
  • Along with making remote calls, Xolomon representatives could record their presentations
  • provide HCPs with necessary content even without having a call.

Empowered by customized dynamic dashboards, Xolomon has created an effective analytics system that allows the company to measure the activities of each sales representative and discover the entire journey of each HCP.

To improve sales and marketing effectiveness, the Xolomon team uses KPI metrics to measure the number of touchpoints, average contact time with HCP, engagement rate, and ROI.

Such a comprehensive approach to performance measuring allowed Takeshi to save a significant amount of resources and digitalize the entire HCP engagement process

While sales reps could dramatically optimize their work, HCPs got an opportunity to choose the most convenient time and channel for communication.

For over two years of cooperation, Platforce helped Xolomon:

  • increase the engagement rate from 14 HCPs to 784 HCPs per month
  • reduce the cost per lead from nearly $250 to around $15 due to the increased engagement rate and flexibility of online communication

Want to reduce cost per leads?

Book a demo today and we’ll show you how it’s done with Platforce.

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