How to get the most from Veeva CRM MyInsights

What is Veeva CRM MyInsights?

Veeva CRM MyInsights delivers real-time information assisting the field force in taking immediate action improving effectiveness. It gives the field force access directly on the iPad, without additional licence costs, to data normally buried in expensive Head Office Business Intelligence tools. Click here to skip to some brand new examples of MyInsights in the wild.

What are the benefits?

Real-time insight

Veeva CRM MyInsights empowers your field force to analyse their own data directly on the iPad before or after a call. Reducing the duration of the feedback cycle and closing the loop in real time means reps can see the results and act on them there and then.

Real-time access to data means a rep could be informed as they walk into a meeting that five minutes earlier the HCP was reading up on the drug they are about to present.

Consistent information delivery

Veeva CRM MyInsights provides a single source for all data. Field forces can access their MyInsights report in the same place they look at their account details, call history and plan their day; and there’s no need to manually correlate data from multiple different tools, which may not all be consistent with each other if their update cycles are not synchronised.

Integration with other channels means the reports can highlight to a rep if a given HCP has accessed materials via another channel. For example, if the HCP has been looking at a particular drug’s Prescribing Information, if this had been captured by the Salesforce cloud underpinning Veeva this information could be made available to the rep in order to inform the upcoming conversation.

Flexible technology

Industry standard technology allows for massive flexibility in layout and design – anything that can be done on a web page can be done in Veeva CRM MyInsights. There are a number of existing dashboards provided with Veeva, but as they’ve been written using open standards, they can be customised to suit your individual requirements and preferences.

The depth of data analysis is not limited, although the recommendation would be to keep it light. Analysis can provide recommendations for the channels and messages which resonate most with a given type of customer.

Custom report layouts

This allows you to target the information reps require, where and when they need it. By using the flexibility inherent in an HTML5 presentation, data can be presented in multiple formats and using multiple analysis methods. For example, a territory manager may be interested in a cross-sectional view of data by area; a representative may wish to see a timeline view of their interactions with a specific HCP; and the team as a whole may be interested in a longitudinal analysis of overall trends in the franchise area. Reports can be account based or territory based.

The flexibility of the HTML reporting means your Veeva CRM MyInsights accredited developer can produce a wide range of dashboards. They can even be interactive, allowing reps to filter and drill down into the data to find the insights they need the most.

Get ready for Veeva Sunrise User Interface

Veeva Sunrise User Interface for Veeva CRM, combining MyInsights dashboards and intuitive user interface design to deliver powerful insights and more productive reps is imminent! Improvements include:

Actionable Insights

The Sunrise release of MyInsights will make the information directly actionable, with seamless navigation from MyInsights to native CRM screens. See something interesting in a report? Click on it and jump straight to where you can do something about it – e.g your accounts screen, approved email or similar entry points.

Direct Access

Veeva has performed a ground-up rebuild of their User Interface, completely refreshing the look and feel after six years. They have focussed on streamlining the user experience, with a smoother workflow that requires fewer clicks to access information and take actions.

The orange bar at the top of the screen (the Sunrise bar from which the UI takes its name) provides quick access to reports. This places MyInsights reports front and centre for the rep, with a single click to bring up a report such as the below:

InsightReport ipad

What can MyInsights look like?

Product sales trends reports
Veeva CRM MyInsights Product Sales Trends Reports
KOL Profiles
Veeva CRM MyInsights KOL Profiles
Territory level call activity filtered by product
Veeva CRM MyInsights Territory Level Call Activity
Territory level dashboard visualising specific multichannel activity, e.g. approved email
Veeva CRM MyInsights Territory Level Dashboard
Account level insights into call activity
Veeva CRM MyInsights Account Level Insights into Call Activity
Product inventory levels
Veeva CRM MyInsights Product Inventory Levels

So what do I do now?

If you want to empower your reps in real time, get in touch with a Veeva CRM MyInsights approved developer to evaluate feasibility and pull together a roll-out plan.

Here are our tips to help you achieve the full potential of Veeva CRM MyInsights…

1. Define each target audience and map out the key points in your business processes: This will help you identify the business processes that would benefit from an additional level of insight.

2. Proactively survey sales, training, marketing, medical teams, business informatics and other relevant stakeholders: This will help you establish the most important information they need so that your first set of reports are ready to go on launch day.

3. Work with your design agency and Veeva CRM MyInsights approved developers to build and deploy an intuitive and engaging Veeva CRM MyInsights dashboard: This will inform and empower your field force so they are even more effective in their territory planning, key account management and 1:1 calls with their customers.

Here are some more custom, creative and innovative uses for MyInsights to get you thinking…

  • Visualise activity by customer segmentation

Designed to facilitate the effective delivery of a customer segmentation model at a territory level. This real time reporting dashboard enables reps to monitor their performance in terms of delivering the correct portfolio of key messages to each customer segment.

MyInsights segmentation dashboard

 

The dashboard displays the next customer call, highlighting the customer segment, and suggests a call objective. Coloured bars compare the messaging delivered to customer segments against target with a large bar to show the percentage of key message types delivered to each segment and the smaller lower bar showing the targeted key message mix, allowing an easy check of messaging to target.

A more graphical view can also be pulled up:

spidergram in myinsights dashboard

  • Geographically locate target areas for visits, showing performance to target and customer recruitment for medical education events

Geographical myinsights dashboard

 

  • Delegate recruitment accelerator

Recruiting for events is hard and there can be a lack of visibility around progress. A dashboard enables for effective recruitment at national and local events. By giving real time insights into progress the reps are motivated to achieve their target and have a direct, clear call to action.  

Displays target customers, categorised by invitation status and listed oldest first so the rep has clear direction for follow up/action. Action is taken directly from the MyInsights dashboard, e.g. sending reminder emails.

meetings dashboard

recruitment accelerator CRM function

 

  • In Field CLM Trainer

A dashboard can display the key message display order and duration from the previous five customer calls, together with customer specifics and call objective. This allows discussion of delivery against KPIs, gap and needs analysis, HCP preferences and challenges in navigation and touchpoints of DSA in the call flow.

CLM trainer in MyInsights

It is also possible to visualise CLM sessions using a Sankey diagram, for full flow analysis.

Sankey diagrams in MyInsights

Some further ideas:

  • Bubble charts (e.g. local KOL influence against brand engagement and frequency of rep contact)
  • Track customer recruitment for medical education events
  • Motivate and challenge field force by showing performance to target and/or rank against best and worst performers
  • KOL profile summaries
  • View product ordering status
  • Measure and plan target customer coverage and call frequency
  • Analyse product performance
  • Evaluate customer engagement with multichannel activity

To learn more about Veeva CRM MyInsights, please get in touch with our Veeva Level 4 certified digital development team on +44 (0) 1480 877 321 or drop us a line via our contact form to discuss how twentyeightb can help you maximise the potential of Veeva CRM MyInsights for your brand.