IntelliChem Turns to Siebel CRM OnDemand to Manage Rapid Organizational Growth

News - August 12, 2004
Siebel Systems, Inc. has announced that IntelliChem, a rapidly growing provider of intelligent electronic lab notebooks (ELNs), has selected Siebel CRM OnDemand. The company is using Siebel Systems' hosted CRM solution to increase sales revenues and more effectively manage its rapidly expanding sales organization and channel partnerships. Siebel CRM OnDemand's analytics capabilities are also providing additional insight into key drivers of the organization's success, helping IntelliChem determine how to most effectively allocate resources.

"IntelliChem currently provides intelligent ELN solutions to five of the top ten global pharmaceutical companies and is expecting continued rapid growth," said Matt Wallach, Vice President of Marketing & Product Management, IntelliChem. "Therefore, we needed a hosted CRM solution that will expand with us and provide the tools our sales, service, and marketing organizations need to ensure IntelliChem's continued success. Siebel CRM OnDemand was the obvious choice, given that Siebel Systems has more experience than any other vendor in providing CRM solutions to customer-focused companies like ours."

IntelliChem, headquartered in Bend, Oregon, delivers intelligent ELN solutions used by drug discovery, development, formulations, analytical, and bioprocess departments within the pharmaceutical, biotechnology, and fine chemicals industries. Before the development of ELNs, scientists and engineers in these organizations spent up to half of their time managing information — writing in lab notebooks and trying to transfer data to colleagues.

The IntelliChem intelligent ELN solutions address this challenge by not only replacing paper lab notebooks, but also by providing planning, recording, reporting, analysis, and resource management capabilities that help scientists and engineers make better decisions.

Prior to its deployment of Siebel CRM OnDemand, IntelliChem used Excel spreadsheets and Word documents to monitor its sales pipeline, track sales opportunities, and record customer interactions. These cumbersome processes made it difficult for the organization to accurately forecast sales, provide required information and support to sales representatives and application specialists, and coordinate efforts to cross-sell and up-sell products and services.

IntelliChem, which formerly used a hosted CRM solution provided by, selected Siebel CRM OnDemand due to its robust analytics capabilities and Siebel Systems' extensive CRM expertise. Siebel CRM OnDemand's embedded analytics capabilities will provide additional insight into sales trends, helping IntelliChem's leadership team determine where to most effectively allocate product development and sales resources. In addition, IntelliChem will be able to present a consistent "face" to its customers by using Siebel CRM OnDemand to coordinate global sales team activities while providing product and customer account information to all members of the organization.

IntelliChem expects Siebel CRM OnDemand to help increase its sales revenues, delivering tools that shorten sales cycles by supporting the company's sales methodology and increasing the ability of global sales teams to coordinate cross-selling and up-selling. The increased accuracy of sales forecasts should also help the organization conduct more effective business planning.

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