Case Study-Business Req Spec

7/28/2019 Case Study-Business Req Spec

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COGNIZANT

Business Requirement Specification

CSFA(Cognizant Sales Force Automation)Solution

Version 1.0


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Table of Contents

INTRODUCTION:........................................................................................................3

CURRENT BUSINESS PROCESS (MANUAL):........................................................3

PROPOSED BUSINESS PROCESS (AUTOMATED):..............................................4

VALUE ADDED FUNCTIONALITIES:........................................................................5

FINAL DELIVERABLES:............................................................................................7


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Introduction:

Cognizant is a freshman Pharma player with high sales potential. They manufacture and

directly sell pharmaceutical products within India and in other neighbouring Asiancountries. They cater mainly to Hospitals, Clinics, Nursing Homes and local Pharmacies

through their existing network of Medical Representatives who travel in and around India tovisit Doctors, Professors, and Medical Advisors to promote and follow up the company

product sales.

However, a sales analysis carried over their last 2 quarters suggested that the sales figureswere not rising quite as they were expected to. Therefore, as a part of their immediate

growth plan, Cognizant wishes to automate their Sales channels so as to capture and utilize

their regular customer data more effectively. They call this future application CSFA,(Cognizant Sales Force Automation).

Current Business Process (manual):

Cognizants current business process and the key entities involved in it are detailed in the

following sections.

Key business entities:

1) Cognizant pharmaceutical products2) Company product literature, samples, promotional materials etc.

3) Hospitals, Clinics, Nursing Homes, Pharmacies which are the takers of the products

4) Doctors, Professors, Medical Advisors who advocate and prescribe the products5) Visits and Calls made to the above to promote product sales

Key business processes:

1) View and edit Hospital and Doctor related information from a centrally maintained excel

sheet at beginning and end of every working day.2) Visit Doctors and Medical Advisors for promoting company products, capture call detail

information in form of personal notes and submit weekly call reports to the superiors.3) Carry hard copies of company product literature and publications for demonstration to

the Doctors.


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Proposed Business Process (automated):

The future automated business process as proposed by the Cognizant analysts and the keyentities involved in it are detailed in the following sections.

Key business entities:

1) Cognizant pharmaceutical products

2) Company product literature, samples, promotional materials etc.3) Hospitals, Clinics, Nursing Homes, Pharmacies which are the takers of the products

4) Doctors, Professors, Medical Advisors who advocate and prescribe the products5) Visits and Calls made to the above to promote product sales

Key business processes:

1) Capture basic customer data for Hospital and similar institutes so that the Medical

Representatives are able to view or edit such information based on their fieldwork. Needto have similar views for the Medical Manager and the Organisation head.

2) Store all communication information for these Hospitals and indicate which address

should be of the Headquarter or the main branch.3) Display all Call/Visit details that have been made against a Hospital/Institute/Clinic.

4) Indicate clearly the name and details of Doctors, Professors etc. who are associated insome way with these hospitals/institutes.

5) Capture basic customer data for Doctors and similar persons so that the Medical

Representatives are able to view or edit such information based on their fieldwork. Needto have similar views for the Medical Manager and the Organisation head.6) Store all communication information for all Doctors and indicate on which address

he/she is mostly available or which is his main address.7) Display all Call/Visit details that have been made against a Doctor/Professor/Medical

Advisor.8) Indicate clearly the name and details of Hospitals, Clinics, Nursing Homes, and

Pharmacies who are associated in some way with these Doctors etc.9) Capture company product data to be viewed and referenced by Sales Representatives

and to be administered by Administrators.10)List all literature, samples and other materials pertaining to products that are used and

distributed by the Reps.11)Maintain a list of all types of activities made by a Medical Officer/Representative

himself, also maintain a separate list for all activities made by a Medical Manager andhis subordinates and a master list of all activities made in the entire company.

12)Provide a separate screen each for reporting details of call data captured by the Reps.Applicable for Account Calls and Contact Calls.


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Value added functionalities:

The following functionalities have also been desired to add value to the CSFA Application:

In the Professionals list, provide a ready hyperlink from the name of theHospital/Institute to the list of Doctors associated with it for convenience of the

Reps.

In the basic Professional list for Sales Reps, provide a toggle to display only theDoctors among all types of existing Professionals.

In the basic Professional list for Sales Reps, the list should appear in an alphabetical

sorted manner with regard to the First Name of the Professionals.

In the basic Professional screen for Sales Reps, in the form at the bottom, display

only the First Name, Last Name, Work Phone and Email information on loading of

the screen. This will help the Rep get the immediately needed info ready at hand.However, arrange also to provide all the other attributes on click of a control.

In the Doctors/Hospitals list, display the corresponding Primary Professionals First

Name in a read-only field. When navigating to the basic Doctors/Hospitals Screen, the information displayed

should consist of the list of Doctors/Hospitals assigned to the logged on usersposition.

The Sales Representatives should not be able to delete or add any Doctors/Hospitalsetc. from any of the application screens. However, add and delete capabilities should

be provided for the Managers and the Administrators.

When the Managers/Administrators add any Doctor/Hospital he should be forced toenter information like the doctors /Hospitals Name and Site.

When the Managers/Administrators remove any Doctor/Hospital, the corresponding

Activities should also be removed automatically.

For facility of viewing, the Sales Rep should see only 5 Account records at a time in

his Account List. Scrolling should bring in more records each time. When the Administrator creates a new Account record, its Account Class should not

get pre-populated with Customer. However, if Customer is chosen by the user asthe Account Class, the Market Potential should be set to High and should no

longer remain editable to the User.

The Country field in the Account Form should show only the following values whenediting or querying:

India

Srilanka

Bangladesh

Nepal

Bhutan

Thailand Pakistan

China

Add a field called Sector in the same Account Form. This will be a PickList field

having the values: Domestic and International. When the Country chosen inIndia, the Sector field should have the value Domestic, else, it should have the

value International. However, the Sector field may remain editable for the user toedit.

Each Professional should have the following critical information captured for him:


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The multiple Specialities of a Doctor.

The multiple Products frequently administered or advocated by a Doctor or

Medical Advisor.

The multiple Medical Fraternity or Groups that a Professional is a part of.

Except for Product that has to come from the Product Table, these may all be free

text fields to be added/edited/deleted by the Medical Representatives themselvesand thus should not be an excess overhead for the administrators. Only the productMVG (multi value group) should have a Primary Product defined.

When the Administrator/Manager create an Activity, he should be forced to enter the

information about Start Date and Due. The application should not allow him to putDue lesser than Start Date.


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Final Deliverables:

The following work products have been identified as the final deliverables for this project:

1. A list of all Views that need to be created for supporting the business process.

2. A mapping document detailing the business entities and their key attributes totables and columns in the Siebel schema. This may later be extended to a Technical

Design Document for future reference.3. An entity-relationship diagram describing the various entities in the application and

their inter-relationships.4. The final Siebel Repository file for remote end-user.

5. The final Siebel Repository database for remote end-user.6. The final configuration file to be used by remote end-user.

7. Complete set of Web Templates and any other associated files, if customized oradded in course of development.

End

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Case Study-Business Req Spec