Some learnings from the pharma world you can apply to #tech! 😎 Pharma companies are very loyal to their martech providers and very resistant to change. 🤔 Selling CRMs is god damn hard, it wasn’t easy before but AI and the overall crisis made the first pilots (even to big companies) become even smaller. 🤐 Now, in order to sell to BIG Pharma, you have a sales cycle of 18 months and a first check of something closer to 10k USD. Yes, early starts are hard! 😜 Events are mostly the sales driver for many companies, drinking after events bond people, you knew that without me. 👿 Many companies are not happy with (Voldemort CRM) but have to cope with it because it is strong and powerful (pls don’t name it in public) 🔊 This idea comes from Chris Wade, a lot of pharma has atrophied the muscle of taking CRM decisions because they got stuck with Voldermort in the past. Because now, what you buy is not only CRM, it is an ecosystem that you have to get into, and because of certain animosity in the market, it is either Voldemort CRM, Harry Potter CRM, Luna Lovegood CRM, or Gringotts CRM and not everyone will integrate with everyone. So you have to ask for APIs and integrations. Happily, Platforce integrates with everyone! 🎸 I’ve found it hard to sell to companies without CRM, sales education is a big stone, and you have to roll it over. 🔎 A lot of small pharma will go for Clickup, Monday,com and all sorts of software not built for pharma. Those software are great but they don’t even have the basic things for pharma, such as consent forms for doctors, sample management, order tracking, etc. 🔕 The competition is fierce in the CRM field but at the same time, you cannot believe what s..t software I saw that costs 6 figures! You might want some good software but your company is resistant to change! Welcome! 📯 Omnichannel is an interesting concept and phone calls and WhatsApp is used a lot with doctors, very lucrative for #Saas.