Neuland

Company Portfolio

Company Name

Neuland

Industry Vertical

        Pharmaceutical Manufacturing

Location

      Hyderabad, Telangana

Zoho Products Neuland

Executive Summary:

Neuland Laboratories is a leading manufacturer of active pharmaceutical ingredients (APIs) and an endto-end chemistry-related solutions provider for the pharmaceutical industry. With three FDA-inspected facilities, 846+ DMFs, 1000+ employees, and customers in more than 85 countries, Neuland supports some of the world's best-known and most successful pharmaceutical research and manufacturing companies. They have a strong corporate culture focused on research and professionalism and offer contract research, contract manufacturing, and generic APIs across 10 diverse therapeutic areas. They have three regulatory-approved manufacturing facilities, a 40,000-square-foot state-of-the-art R&D facility, and more than 300 scientists in R&D. They are publicly traded, have globally compliant facilities, and their core strategy is never to compete with their customers, instead focusing solely on providing API manufacturing and contract research and manufacturing services to global pharmaceutical firms. Neuland Laboratories was scaling up and wanted to put a controlled sales process in place; Nexivo was able to showcase their use cases in the Zoho One platform, which includes sales and marketing. With Nexivo's approach, Neuland agreed to buy 36 Zoho One Flexi user licenses.

Introduction:

Neuland is a contract manufacturing service provider of NCE APIs (New Chemical Entity APIs) and a leading manufacturer of active pharmaceutical ingredients (APIs). The company has been in business for over three decades and has a wealth of experience in different therapeutic areas. It has a large number of employees—more than 1,000—and a core competence in using strong process chemistry to manufacture APIs in a regulatory environment. They are not only a provider of services but also a manufacturer of APIs, which gives the company the ability to control cost and schedule better than their competitors.

The Business:

Neuland Laboratories is a leading Indian multinational corporation in the pharmaceutical and clinical research industries. Founded in 1984, the company has 39 years of experience and has grown to have a global employee count between 1,000 and 5,000, with headquarters based in Hyderabad/Secunderabad, Telangana, India, and additional office locations in Sangareddy, Medak, Hyderabad, and more. The company operates on a business-to-business (B2B) model and has public ownership. It's a contract development and manufacturing services provider with a focus on API manufacturing, R&D, and analytical services, catering to the pharmaceutical industry across the globe. It operates under the philosophy of not competing with its customers.

The Challenges:

● There was no application for sales, and excel was used to organize everything.

● Considering they manufacture health care APIs, account management was essential, but there was no previous data available.

● The present engagement was not being tracked, only the deals at a stage level.

● The Neuland investment, the sample process, was utterly out of sync with how Neuland wanted to gain new clients.

Finding a solution:

Setting up all the processes in CRM, which include lead management, account management, and deal management; writing blueprints for adherence to processes; creating automated tasks; and following up Layouts are being used for two different sales functions, which helped both teams have their respective data.

Implementation and Result:

The CX reports helped the sales team understand the current effective pipeline and future estimates, and the implementation enabled the sales team keep track of activity across the organization. The management of samples, for example, was a crucial operation that reduced their sales acquisition costs. There was a 30% increase in the conversion rate from Lead to Acquisition.