Siebel Life Sciences Guide > Administering and Managing Accounts >

Business Scenario

This section outlines an example workflow performed by a Siebel administrator and end users. Your company may follow a different workflow according to its business requirements.

A pharmaceutical company is updating account information in their database. During this update process, the administrator is responsible for setting up and updating Siebel Accounts so that sales representatives can plan, track, and access account information. The administrator first deletes any obsolete accounts, then adds new information on competitors, and generates an account hierarchy. Finally, the administrator associates new accounts with existing bricks (geographic areas), if applicable.

Sales representatives use Siebel Accounts to manually add and modify account information. For accounts with multiple departments and divisions, representatives can enter additional information for subaccounts. They can also add more depth to account data by creating user-defined fields called categories. Using categories, representatives can track private or shared information about accounts (for example, which accounts have memberships to specific professional associations).

Account-based sales personnel, such as managed care account managers, use Siebel Accounts to manage information on managed care plans offered by an account and track the formulary information on each plan. They can also track the associations between plans and contacts.

For greater efficiency in call reporting, representatives can associate a contact with a specific account. Once these relationships are tracked within the system, they can record attendee calls. Attendee calls (very similar to contact calls) allow users to record the account call and samples disbursements for contacts seen at the account. Prior to visiting an account, representatives can view a snapshot of important information related to an account using the Pre-Call view. For more information on recording account calls, see Recording Account Calls.

Finally, both representatives and managers can evaluate the business potential of accounts by using the Account Rankings and Ratings view and the various charts provided in the Charts views.


 Siebel Life Sciences Guide 
 Published: 18 April 2003