Case Study
UST helps pharma leader boost productivity by 30% and reduces quote time by 25% with Salesforce to Veeva CRM migration
Veeva Vault migration for a global pharma leader post-acquisition; boosting field productivity 30% and reducing time-to-quote by 25% while enabling consistent, compliant commercial and medical operations worldwide.
OUR CLIENT
The client is a multinational pharmaceutical organization operating across global healthcare and life sciences markets. Following a large-scale acquisition, the company required a unified, compliant CRM platform to support commercial and medical operations across subsidiaries. Sales, medical, and operational teams rely on CRM systems to manage healthcare professional engagement, quoting, content compliance, and field execution in regulated environments.
THE CHALLENGE
Fragmented systems and inconsistent engagement after acquisition
Following a major acquisition, the client faced significant business and technical hurdles in aligning commercial and medical operations. The major challenges were:
- Post-acquisition attrition and unclear account ownership slowed revenue recovery and weakened customer confidence.
- A lack of a centralized, compliant platform for promotional and medical content increased approval cycles and regulatory risk.
- Inconsistent service and misaligned sales and medical workflows produced uneven customer experiences and rework, raising cost-to-serve and slowing execution.
- Disparate systems prevented a single customer view across subsidiaries. This reduced revenue visibility and slowed order prioritization and fulfillment accuracy.
- Complex pricing and product bundling slowed quote generation, deferring revenue realization and increasing deal friction for field teams.
- Poor offline support limited field productivity, while a high-risk Salesforce-to-Veeva migration threatened data quality and compliance.
These challenges resulted in fragmented operations, higher operational costs, and increased compliance risk.
THE TRANSFORMATION
Scalable and compliant Salesforce-to-Veeva CRM migration
UST designed and delivered an end-to-end Salesforce-to-Veeva CRM and Veeva Vault migration, establishing a unified and compliant foundation for commercial and medical teams. This replaced fragmented post-acquisition processes with a single operating model for commercial execution, compliance, and quoting.
- Migration scope and platform foundation
Led a full-cycle migration from legacy Salesforce systems to Veeva CRM and Veeva Vault. This created a single, standardized CRM environment for commercial and medical operations.
- Data migration and validation
Executed data cleansing, validation, and migration to ensure accuracy, compliance, and continuity during the transition.
- Veeva CRM implementation
Configured core Veeva CRM modules—including Call Reporting, Account Management, Sample Management, and Medical Inquiries—optimized for both iPad and desktop use.
- Content compliance and Vault integration: Integrated Veeva Vault to centralize compliant promotional and medical content globally.
- Field productivity enablement: Enabled offline CRM functionality, allowing field teams to operate effectively in low-connectivity environments and reducing data entry delays.
- Customization and workflow alignment: Developed custom objects and workflows to align with pharmaceutical sales structures and HCP engagement processes, supporting consistent execution across acquired entities.
- Ongoing enhancements and agile delivery: Ensured alignment with evolving compliance and business needs through a dedicated, Veeva-certified
cross-functional team that supports continuous enhancements.
These changes replaced fragmented post-acquisition operations with a unified, compliant, and scalable CRM foundation, reducing cost-to-serve, improving field productivity, and restoring confidence in commercial execution.
THE IMPACT
Drastic improvements across productivity, quoting, and compliance
The migration and platform transformation delivered outcomes aligned to the client’s
post-acquisition goals:
- 30% increase in field team productivity: Offline-ready Veeva CRM workflows improved efficiency for sales and medical reps in low-connectivity regions by 30%.
- 25% reduction in time-to-quote: Shortened quote cycles by 25% through more efficient pricing workflows and product bundling.
- Smooth CRM transition with minimal migration errors: Full-cycle data migration and validation ensured compliant data transfer with significantly reduced manual corrections.
- Standardized content compliance: Centralized Veeva Vault integration supported consistent promotional and medical content management, reducing regulatory risk across subsidiaries.
- Improved visibility with lower IT burden: Unified reporting dashboards improved decision-making while the standardized platform reduced operational complexity for internal IT teams.
With improved productivity, faster quoting, and reduced compliance risk, the client now operates on a single, scalable CRM foundation that supports both commercial growth and medical engagement.
Ready to standardize post-acquisition commercial operations, strengthen compliant engagement, and accelerate revenue execution with Veeva? Let’s discuss a validated migration and operating model tailored to your global affiliates.