Medico SFA (Sales Force Automation) Medico SFA is a sales force automation software application designed for the Indian pharmaceutical industry. It includes the following features:  Doctors’ Call management and reporting system  Field expense claims and approvals  Field staffs’ leave application and approval  Stocks of samples at field staff level  Tour plan with deviations if any  Route mapping and fare charts.  Hierarchical drill down reports for managers.  Integration capabilities with Medico eDSS / other BI tools.  Monitoring key performance indicators in the field o Call average o Doctor coverage o Doctor calls missed o Repeat calls missed o Missing / un-submitted daily call reports o Field staff expense auto generation from routes worked in as per the DCR o Expense approval work flow o Joint working reporting o Receipt of samples / PI and pending allocation o Wholesaler and retailer visits etc.

1. Enterprise Sales Force Automation
Field Activity Reporting, Promotions & CRM, Expense monitoring
An Excel Software & Systems PLC presentation
Medico SFA

2. EXCEL
Company Profile: Excel Software & Systems Pvt. Ltd.
Excel Software & Systems Pvt. Ltd. (Excel Software) is an Independent Software
Vendor (ISV) providing enterprise grade software solutions to major organizations
in the public and private sectors, with focus on Supply Chain Management,
Finance & MRP.
Excel specializes in Industry specific Decision Support Systems integrating
diverse enterprise applications that are extended across the enterprise from the
corporate offices right down to sales people in remote locations.
Location:
Key Features:
Mumbai, India
• Founded in 1987
• 25+ years of experience in enterprise software products.
• More than 3000 installations of its software
• 18+ years of focus on the Indian Pharmaceutical industry
• Excel’s SD products span the entire distribution landscape
right from the enterprise to logistics, wholesale & retail.
• Medico SFA capitalizes on Excel’s enterprise experience &
familiarity with KPIs that need to be monitored.
Copyright © 2013 Excel Software & Systems Pvt. Ltd. All rights reserved. 2

3. EXCEL
Experience – Software Development Projects
Excel’s earliest projects
were with apex bodies
of the Govt. of India in
conjunction with the
World Bank & the EEC.
• HUDCO
• Karnataka Housing Board
• Tamil Nadu Urban Dev
• Municipal Urban Dev Fund
Madras Port
Operational
MIS
Directorate General of
Civil Aviation
Operational MIS
Ministry of surface
transport
Copyright © 2013 Excel Software & Systems Pvt. Ltd. All rights reserved. 3

4. EXCEL
Enterprise Product Portfolio
Medico SFA
Sales Force Automation
& CRM
Medico eDSS
Decision Support & BI
Medico Online SD
Sales & Distribution
Finance
SOA / BPM /BRMS
Medico SG
PS & PI Distribution
Enterprise grade
Products for the
Pharmaceutical
Industry
Medico SS
Secondary Sales
Medico WR
Wholesale, retail
Solutions
Copyright © 2013 Excel Software & Systems Pvt. Ltd. All rights reserved. 4

5. SOA / BPM Technology for Medico Online SD transactions EXCEL
Medico eDSS allows the entire organisation
to operate on a common information platform.
Hierarchical security features are built in.
Medico eDSS Tier
Workflows & Rules
Integration Tier
Web services Tier
SMS e-mail Notepads
Medico eDSS at remote
locations (branches &
warehouses)
SAP / Other global Enterprise Apps Medico eDSS Database
Data Retrieval Service
Business Logic Service
External App Service
(SAP BAPI/RFC)
Branch offices, Regional Offices & Field Staff

6. Medico eDSS – case study – monitoring HQ profitability EXCEL
Medico eDSS Layer - domain specific functionality – Business logic, processes, workflows, alerts, controls, analytics
Web services integration layer
This case study shows an
example of how Medico
eDSS integrates data from
different applications to
monitor HQ profitability.
Pending Orders
Deliveries
Free schemes
Sales Returns
Expiry Breakage
returns
Demand
planning data
Invoices, tax
Collections, CRA
Credit & Debit notes
Customer details
Field allocation
Targets
Product grouping
Cost of Samples &
Promo Inputs
Call Average
Missed calls
Field expenses
SAP-SD SAP-FICO
Samples &
Promotional
Inputs
Sales Force
Automation
Previous year data
Statistical rates
Pool territories
Incentive schemes
Medico eDSS
Database
RRFFCC RRFFCC Sales Force
Automation
Medico eDSS
Database
Field staff salaries
Campaign expenses
CRM expenses

7. Medico eDSS caters to ALL the users in the enterprise EXCEL
Sales & Marketing Finance Supply Chain
Sales Admin & Product
Management teams
• Sales performance
• Expiry breakage analysis
• Targeting & Incentives
• Brand management
• HQ / Area / Regional profitability
• Workflows for field CRM & other
expense approvals.
• Online cycle meeting aids.
Finance
• Multi company, multi branch
• Drilldowns to transactions
• Budget related alerts
• Approval workflows
• Tax reporting
• Cost of sales monitoring
• Distribution costs
• Credit control team reports
Distribution & Procurement
• Stocks at CFA locations
• Near expiry stocks
• Sales trends
• Demand & transfer planning
• Approval workflows
• Consuming doctor biz claims
• CFA/CSA management reports
• Pending orders
• Vendor approvals, monitoring

8. Medico SFA EXCEL
Sales Admin Expense Monitoring Field Staff
Sales Admin teams
• Daily Call Reports
• Doctor/ Customer coverage
• Call average
• Repeat calls missed
• Hospital / Institution visits
• Workflows for field CRM & other
expense approvals.
• Online cycle meeting aids.
Finance
•Standard rates for travel
reimbursement
•Daily allowances
•CRM approval workflows
•Conference/ Meeting
expenses.
•Budget checks
•HQ profitability
Field managers
• Sample stocks with Field staff
• Sample & PI usage.
• Managing Doctors / Customers
• Field performance KPIs
• Primary & Secondary sales
• Cost of sales
• Leave and attendance
• Work, Training approvals.

9. EXCEL
Medico SFA - Advantages
• Medico SFA is a comprehensive Sales Force Automation
and CRM enterprise application.
• Custom built for the Indian Pharmaceutical industry – easy to
use User Interfaces with all relevant functionality.
• Allows tour planning, fare charts and other features.
• Maintains stock of PI and PS with each field person.
• Travel expenses, allowances calculated by the system based
on the DCR. Forces filling up of DCR, saves time for sales
admin people, audit compliance is provided. Expense and
CRM approval workflows available.
• Drill down reports and dashboards for field staff.
• Facilities to integrate with underlying ERP to pull in primary
sales and secondary sales related data.
• Mobile framework provides ability to locate the Sales Rep
while he is filling up the DCR.

10. Medico SFA – Daily Call Report UI EXCEL

11. Medico SFA – Daily Call Report – Wholesale & Retail order booking EXCEL

12. Medico SFA – Daily Call Report UI – PI usage & stocks EXCEL

13. Medico SFA – UI for receipts of PS / PI EXCEL

14. Medico SFA – Leave records and approvals EXCEL

15. Medico SFA – Monthly Tour Plan EXCEL

16. Medico SFA – Field Expense Claims & Approval workflow EXCEL
Distances, one way fares are pre-set.
Allowances, fare calculated by system.
Lodging, boarding norms are pre-set.
Claim variation allowed is pre-set
Expenses are calculated based
on the Daily Call Report
entered. DCR entry, therefore
becomes mandatory.

17. Medico SFA – Doctor / Customer master EXCEL

18. Medico SFA – Doctor / Customer master – Business metrics EXCEL

19. Medico SFA – Doctor / Customer master – CRM related info EXCEL

20. Medico SFA – Hosting details EXCEL
The Medico SFA SaaS model hosting includes the following:
• Hosting the application at a level A Tier III data center in Mumbai.
• Medico SFA license costs.
• Windows 2008 Server OS.
• Oracle 11G licenses (RDBMS).
• 10 MBPS reserved bandwidth for the servers
• 2 alternate ISP for switchover during connectivity outages if any.
• Network and data security, firewalls
• 24 x 7, 365 days a year support for servers & connectivity at data centre.
• 9 hours a day helpdesk support for Medico SFA on all weekdays (except
national and public holidays) for Indian users.
• Hot and cold automated backups of data.
• AMC for licenses is included – standard upgrades, statutory compliances

21. Medico SFA – Data Centre Specs EXCEL
The data centre network and data security features are as below:
General features:
• Level A grade, Tier III Data Center with banking clientele.
• Located at Prabha Devi in the heart of Mumbai, high security area.
• 3 STM1s from 3 ISPs – Tata, Reliance and SIFY.
• Connected via BGP to the Internet Exchange in Mumbai via Tata.
• ISO 27001:2005 certified for ISMS
• ISO 9001:2008 QC for hosting services
• ISO 20000 for ITSM
Physical Security
• 24 x 7 x 365 security guards
• CCTV, digital locks, finger print identification for entry etc.
• No part of the data centre is exposed to the external environment.
• Higher floor ensures safety from flooding.
• Located in a high security area.

22. Medico SFA – Data Centre Specifications EXCEL
Fire Control - The Data Center uses FM-200 gas based fire suppression, smoke
detecting sensors, 24 x 7 x 365 CCTV surveillance by ops team.
Air Conditioning – Temperature maintained at a constant 68° F., plus or minus 3° F.,
with humidity at a constant 45%-50%, as per international data centre standards.
Power Specifications and UPS
• Main power supplied by the regional electric power utility.
• Two-fold resilience provided by UPS to each area.
• Diesel backup generator auto starts within seconds of a power failure.
• A power conditioning strategy is used.
Network Security and Firewall
• Routers- Cisco 6500 series
• Cisco 3550 giga port switches
• Foundry Load balancer by Brocade
• Cisco Pix Firewalls Cisco ASA 5505
• All cables are by AMP - includes CAT6 Cables, Patch Cords & UTP Connectors

23. Medico SFA – SaaS model Backups EXCEL
The following backup procedures are used:
Online Backup: Done on the Continuous Data Protection (CDP) Server.
We usually use a backup agent license called CDP license (R1 Soft). Auto
backs up files and folders in real time.
Options range from 100GB to 1TB per month.
Offline Backup:
1TB external USB HDD is provided to the customer.
Scheduled backups are taken using Plesk / CPanel / Oracle / MSSQL
backup command through the Database. Media is stored and can be
restored on demand. Daily incremental backups are scheduled in addition
to these backups.
SAN Storage: Data is stored on the SAN (Storage Area Network) and
NAS (Network Attached Storage) as per customer requirement.

24. EXCEL
Customers of the Medico suite of products
• In use by major pharmaceutical companies in India.
• All these customers manage multiple businesses on the same
platform including ethical pharma, FMCG, veterinary, generic
sales, specialty medical clinics, dental healthcare etc.
demonstrating the flexibility and agility of the business
processes being delivered through the Medico suite of solutions.

25. Signing off EXCEL
Thank you !
Should you need any more information, do contact us.
Uday Vijayan
Mobile: +91-9820058860
Email: uday@tpchr.in
excelsof@vsnl.com
Medico SFA