Als Implementierungpartner, der sowohl Veeva CRM als auch Salesforce implementiert, sind wir öfter mit der Frage konfrontiert, was denn genau die Abgrenzung zwischen Veeva und Salesforce ist und wann man was verwenden sollte bzw. wie diese beiden Tools ggf. auch zusammen eingesetzt werden (können) was gerade im Kontext von “hybriden” OTC Unternehmen relevant ist, die sowohl im Apothekenmarkt als auch Massmarket (FMCG) unterwegs sind. Dieser Artikel soll hier eine Hilfestellung bieten und die Frage Salesforce vs. Veeva von diversen Seiten beleuchten.

Die technische Grundlage

Fangen wir mit der einfachsten Perspektive an: der technischen. Technisch gesehen ist Veeva eine App auf der Salesforce Platform. So wie es auf der Salesforce AppExchange diverse sogenannte “Apps” gibt, welche die Salesforce Platform um Funktionalität erweitert, ist auch Veeva im Prinzip erst einmal einfach eine dieser Apps (wie bspw. auch Geopointe zur Kartenvisualisierung innerhalb von Salesforce oder Conga zur Dokumentengenerierung). Ok, die Veeva App ist etwas komplexer und nutzt auch eigene Server zur Abwicklung spezifischer Funktionalität aber es ist eine App auf der Salesforce Plattform.

Ein Besonderheit von Veeva sind die Offline Apps für ipad und Windows. Das sind Veeva spezifische, von Veeva gebaute native iOS / Android Apps, die nichts mit der Salesforce-iOS bzw. Android App zu tun haben. Aber auch diese Veeva Offline Apps gleichen Ihre Daten mehr oder weniger direkt mit der Salesforce Plattform ab (in manchen Fällen mit Umweg über Veeva Server).

In der Übersicht stellt sich das so dar:

Was hat das nun für Konsequenzen? Für Releases? Customizations? Schnittstellen?

Fangen wir mit den Releases an: genauso wie Salesforce liefert Veeva jedes Jahr 3 Releases seiner Lösung an. Genauso wie bei Salesforce gibt es kein Opt-Out. Und genauso wie bei Salesforce hat man aus unserer Erfahrung heraus bei einem Release keinerlei Release-Aufwände, solange man es beim customizing nicht übertrieben hat: wenn man natürlich Veeva Out-Of-the-Box-Funktionalitäten überschrieben / modifiziert hat (und nicht nur konfiguriert) muß man sich die natürlich bei jedem Release anschauen. Ein anderer Grund für Aufwände beim Release-Wechsel wäre, wenn man eines der neuen Features nutzen möchte (die ausgeschaltet geliefert werden) – denn dann muß man dieses natürlich konfigurieren.

Und wie genau funktioniert die Konfiguration bzw das Customizing von Veeva? Im Prinzip passiert das auch alles auf der Salesforce Platform. Ein neues Feld bspw. legt man im Salesforce Setup an und wenn die Berechtigungen dann passen, taucht dies sofort auch auf den Offline Clients auf (nach einem Sync natürlich). Die Konfiguration von Veeva Funktionalität funktioniert auch komplett über Salesforce wie bspw. durch custom settings oder aber auch Datensätze.

Beispiel Sample Management: hier definiere ich bspw. durch einen Sample Limit Datensatz (ein Salesforce custom object) welche Kundengruppe welcher Musterregel folgen soll (in D ja bspw. 2 Pkg je Kalender-Jahr). Oder auch die Konfiguration des Sync zw. Salesforce/Veeva und dem ipad erfolgt durch einen Salesforce-Datensatz im Objekt “VMobile Object Configuration”:

Und customizing? Also coding? Grundsätzlich ist das erstmal sehr wenig nötig – und sollte auch auf ein Minimum beschränkt bleiben. Aber wenn, dann kann man auch für Veeva alle tools einsetzen, die Salesforce für “heavy configuration” & “customizing” anbietet wie bspw. APEX, VisualForce, Flow, etc. … die Einschränkung ist natürlich, dass dies nicht offline funktioniert. Der User sieht in der Offline App (da die eben nativ von Veeva gebaut wurde) nur das, was Veeva dort eingebaut hat / konfigurierbar gestaltet hat. Visualforce & Co. kriegt man prinzipbedingt nicht offline.

Wenn nun also bspw. ein Spesen-Management (die typische deutschen Tages-Spesen-Abrechnungen) offline auf dem ipad haben möcbte, gibt es das erstmal nicht. Da Veeva das nicht vorgesehen hat. Dann muss das entweder online passieren (siehe die User Perspektive) bspw. mit einem custom object oder man muß andere Veeva-Funktionalitäten dafür “missbrauchen”. Es hat sich bspw. bewährt, die Abwesenheiten (Time of territory) für solche Spesenabrechnungen zu nutzen.

Im Endeffekt kann man hier aber festhalten: Veeva-Konfig passiert komplett im Salesforce und ist größtenteils Salesforce-Konfig.

Und damit erklärt sich auch das Thema Schnittstellen von alleine: Salesforce als Plattform bietet Unmengen an Schnittstellen aller Art (REST, SOAP, ODATA, …) und bspw. das oben neu angelegte Feld ist in der Sekunde der Anlage ohne weiteres sofort per API verfügbar. Und darüber hinaus ist die Kundenbasis von Salesforce inzwischen so groß, dass man sagen kann, dass jedes API-fähige System mindestens schon einmal angebunden wurde – und das jede Middleware, sicher auch einen Salesforce Connector anbietet bzw. direkt die Webservice APIs von Salesforce aufrufen kann. Und da Veeva ja nur eine App auf Salesforce ist, gilt all das oben auch für Veeva.

(Update: Da die Frage kam, nein, mit der Veeva eigenen API redet man nicht direkt – gibt es auch keinen Grund dafür.)

Und da wir nun auf der Plattform sind, ist auch die Nutzung der anderen Salesforce Clouds (Service Cloud, Marketing Cloud, Community Cloud, …) nahtlos möglich genauso wie auch die Nutzung anderer Apps von der AppExchange.

Die User Perspektive

User bekommen nichts davon mit, was unter der Haube passiert. Sie haben im Prinzip zwei User Interfaces: Offline und Online.

Online meint die Browser-basierte Version von Veeva. Das ist im Prinzip reines Salesforce. Der Login passiert via login.salesforce.com (bzw. ggf. eine custom domain).

Offline meint die bereits genannte Native-Offline-App auf iOS und Windows. Der Login passiert aber auch normal mit dem Salesforce Login credentials. Aus der Offline-App kann der User auch in einem Browser wechseln um bspw. Features zu benutzen, die nur Online zur Verfügung stehen.

Ein Hinweis an dieser Stelle: für 2 HJ / 2018 sind Updates für die UI der Offline App (ipad) sowie ein Update der Online UI von Classic auf Lightning vorgesehen. Das läuft bei Veeva unter dem Projektnamen Sunrise UI. Außer Aufwände für die Schulung, sollten sich lt. Veeva dadurch aber keine Konfig-Aufwände ergeben.

Die Business Perspektive

Wir haben nun also gesehen: Veeva ist eine (aufgebohrte) App auf Salesforce. Warum dann also nicht gleich Salesforce Sales Cloud nehmen sondern den Aufpreis für Veeva bezahlen?

Diese Antwort auf diese Frage ist klassisch: make or buy. Veeva hat ja bestimmte Pharma- / OTC- / Consumer Health-spezifische Prozesse auf Salesforce implementiert. Diese sind bspw. (nicht vollständig):

  • Musterabgabe
  • Anbindung externer Stammdaten (OneKey Pool, Veeva Open Data)
  • KOL Management
  • Offline App
  • Präsentations Modul
  • Pharma- / OTC- / Consumer Health-spezifische Besuchplanung

Wenn man genug dieser Prozesse braucht, hat man die Wahl: diese selber bauen auf Salesforce (kostet Geld) oder die von Veeva nutzen (dann zahlt man Geld an Veeva). Wenn man also genug der Veeva Features benötigt, lohnt es sich irgendwann, mit Veeva zu gehen, statt selber zu bauen.

Wenn man dann sich dann für Veeva entscheidet, muß man auch nur mit Veeva reden, da Veeva ein Reseller von Salesforce ist und man somit für jede Veeva Lizenz auch die nötige Salesforce Lizenz dazu bekommt, ohne dass man davon überhaupt etwas merkt.

Die Co-Existenz von Salesforce und Veeva

Ein Spezialfall sind nun Unternehmen, die Veeva und Salesforce gerne parallel auf einer Umgebung einsetzen möchten. Szenarien dafür könnten sein:

  • Ein Consumer Health Unternehmen betreute Dermatologen und Apotheken (Veeva) möchte aber auch sein Geschäft mit Retailern mittels Salesforce Sales Cloud abbilden
  • Ein RX Unternehmen betreut Ärzte (Veeva) möchte aber für den Kundenservice / Medical die Salesforce Service Cloud nutzen

Grundsätzlich ist die Sache einfach: wir haben eine Datenbank im Hintergrund und die Veeva User haben (online & offline) einfach eine andere “Brille” auf die Daten (bzw. auch einen Filter welche Kunden sie sehen) als die Salesforce User. Technisch ist eine solche Co-Existenz also problemlos möglich. Sinnvoll ist sie natürlich nur, wenn man dann auch irgendwas gemeinsames mit den Daten machen möchte. Also bspw. ein konsolidiertes KPI Reporting.

Update 23.07.2018: Eine Ergänzung aus aktuellen Diskussionen heraus ist noch, dass die Lizenz auf Userbasis erfolgt. Man lizensiert also einen User auf Veeva oder auf Salesforce. Es ist also rein aus der kommerziellen Sichtweise nicht sinnvoll, alle User auf Veeva zu lizensieren um dann bspw nur die Musterabgabe zu nutzen.

Fazit

Kurz zusammengefasst ist Veeva eine (aufgebohrte) App auf der Salesforce Plattform. Dadurch können wir all die großartigen Möglichkeiten der Salesforce Plattform voll nutzen. Haben aber auch diePharma- / OTC- / Consumer Health-spezifischen Features von Veeva zur Verfügung – und das auch noch offline.

Noch Fragen? Kontaktieren Sie uns einfach!

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