Dive Deeper: The True Value of Smart Sampling Solutions for Life Sciences

An effective sample management program is integral to commercial success for pharmaceutical and, in some instances, medical device manufacturers. In short, sample management and sample accountability refer to the logistics of reconciling sample inventories to ensure adherence and compliance to PDMA regulations and guidelines in addition to maintaining an appropriate supply of samples. With an effective sampling program comes increased market access and additional commercial success, which brings on the need to automate as many processes as possible in an effort to modernize sample management.

Hand sampling requires a sales representative to physically visit a medical office to transfer samples to a healthcare professional (HCP). Alternatively, some HCPs prefer direct-to-practitioner (DTP) sampling, where sales representatives don’t carry the samples themselves. Instead, they’re stored in a warehouse and shipped directly to their offices.

At the end of the day, hand sampling and DTP sampling programs have one common goal: compliantly providing samples to HCPs. Let’s consider the difficulties each type of program confronts.

Hand Sampling Challenges

  • White spaces and field vacancies that remain untapped by inside teams
  • Low-touch HCPs that sales representatives don’t (or can’t) target

DTP Sampling Challenges

  • Lack of integration between steps in the process from ordering to fulfillment
  • Appropriate allocation of samples for optimal distribution

What’s Smart Sampling?

Traditionally, a field representative drops off a sample and collects the HCP’s signature via the CRM or paper form to ensure the appropriate capture of information for reconciliation and auditing purposes. Smart sampling solutions seek to replace paper and manual processes, thereby optimizing the collection of inventory and reconciliation data. Audits are conducted and made available via the system for home offices or sample accountability analysts to read and view electronically, visualize checkpoints, ensure inventories are accurate, and facilitate sample distribution.

Smart sampling contributes significantly to innovation and continuous improvement across both small and large life sciences companies. Comprehensive smart sampling solutions also strongly focus on total customer support, from implementation to sample management and market access.

Why Smart Sampling?

Smart sampling solutions combine the technology and support required to optimize sample management, which enhances the entire sales process and product lifecycle.

  • Ensure Regulatory Compliance
    Sample operations must reconcile the quantity of samples representatives receive and the quantity of samples provided to HCPs to certify adherence to regulatory protocols. Smart sampling solutions validate all FDA procedures and requirements and PDMA guidelines, incorporating system integration features to adapt to process nuances as agency protocols change. As life sciences regulations evolve, smart sampling helps prevent drug, product, technology, and process diversion, ultimately driving compliance and accountability.
  • Meet Customer Requirements
    There are many factors throughout a sample management program: sampling methods, timelines, documentation, SOPs, storage, transportation, and so on. Smart sampling solutions must be able to adapt to these unique business needs and priorities. It’s critical to take a collaborative approach throughout the implementation process, discussing and configuring a smart sampling plan relative to a client’s business rules and product. Ultimately, the goal is to develop sampling programs consistent with these needs and effective for compliance.
  • Optimize Sales Force Effectiveness
    Sample accountability and reconciliation require deep consideration and continual effort from inside teams. Automated processes and responsive, reliable support shift the commercial team’s focus from manual processes to valuable HCP relations. Tech works best when paired with real people and hands-on partners, which is why smart sampling providers don’t aim to take representatives out of the program but rather enhance the overall sampling process.

Partner with the Pioneers of Smart Sampling

Pharmaceutical, diagnostics, biotech, and medical device companies often run hundreds of trials simultaneously. With billions of dollars and thousands of team members invested, plus sample services from multiple third-party vendors, the cost of inefficiency can quickly escalate.1 Regardless of business size or budget, sales processes must be designed to profit.

Synergistix provides high-quality smart sampling solutions backed by comprehensive customer support for commercial success in life sciences. SampleIQ is the engine that drives Synergistix sampling solutions, helping our dedicated compliance and customer service specialists dive deeper into your engagement to remove manual work for your sales representatives. Leverage our system’s reporting and tools to pull key analytics and industry data, and consult with our twenty-five years of expertise to transform this information into actionable insights and intelligence.

Our smart sampling solutions were systematically engineered for compliance and commercial success in the life sciences industry. Schedule a demo with Synergistix to learn more.


  1. Mastering the Sample Management Ecosystem, Pharma Manufacturing

MDM: Get the Market Intelligence You Need to Win and Cut Though the Chaos of Bad Data

Today’s complex pharmaceutical marketplace is fraught with challenges, especially for your field sales teams. Working on the revenue-producing frontlines, they’re forced to juggle more information, more customers, more strategic partners, and stay on top of customer regrouping as smaller HCP practices are gobbled up or become affiliated with larger health care organizations.

A lot of data is being thrown at them. That data can be duplicative, redundant, inaccurate, and confusing. You’re at a loss to track sales efforts to results. Even worse, outdated and inaccurate data may be preventing you from providing your HCP’s and other customers with an outstanding customer experience.

You need to change things up. The good news is you can!

Empower Your Sales Team

The key is to empower your sales teams so they can perform more strategically in the field. Give them the customer intelligence they need from reliable data they can trust. Enable them to track opportunities, marry their efforts with results, and stay agile and ahead of market demands and customer needs. Master Data Management (MDM) can do just that.

MDM is a critical infrastructure engine that drives quality reporting by linking disparate data sources to deliver a full view of customer sales and promotional activities. MDM addresses the discrepancies created by unsynchronized data. An MDM platform consolidates and cleanses data from all systems into a data dashboard or single data source enterprise wide.

The continuous explosion of data has proven that data IS the decision-making foundation of your business. Everything begins with the proper and accurate integration of your data, and this in turn enables proper validation, analysis, reporting, and utilization. With an accurate, integrated data foundation in place, your users can have unparalleled access to your data, including powerful, rapid, and complex analytics to routine executive and field sales reports and dashboard. This facilitates operational, financial, pricing, and sales and marketing decision-making based on a common, continuously updated, real-time view of customers, suppliers, and partners across your business.

The Power of a Shared Enterprise View

MDM puts you in the driver’s seat and adds data-driven insight to your go-to-market strategies and tactics. MDM can not only ramp up sales performance and boost revenue, but also importantly improve your customers’ sales and service experience.

Breathe Life Into Your CRM. MDM enables customer relationship management to go far beyond the elementary exercise of linking calls and scripts. Because it enables a 360-degree view of your customers, your sales teams will be able to innovate not react, penetrate white space territories, and grab HCPs’ attention—set higher benchmarks that will level up sales team standards. Even more, when MDM enhances your CRM, you can deepen customer relationships. Consider streamlining opportunities for your customers’ education and engagement: things like linking several specialty pharmacy sources to syndicated Rx data or typing in actual sample shipments and coupon redemptions. The possibilities for ad hoc analytics are almost endless.

Mobilize With On-the-Spot Data. When sales reps have access to data in the field via mobile, they are able to act quickly. This can strengthen HCP relationships by on-the-spot identification and fulfillment of an HCP’s desire for educational content or a need for enhanced customer care by setting up a telemedicine meeting. Access to on-the-spot data also furthers cross sell and upsell opportunities.

Expedite Pricing Efficiency. New regulations and investigations into drug pricing practices are pressuring pharma companies to rethink their pricing models and enable improved patient access to life-saving treatments Robust data strategies can lead to innovative financial models that help to balance pricing and value with affordability and access through anything from benchmarking Medicare reimbursement prices, to changing the drug rebate safe harbor to lower list prices, to participating in 1 of several kinds of value-based pricing contract models.

We’re All About the Data

At Synergistix, our roots are in technology. Your exceptional experience as our customer has always been top of mind. Over the last 25 years, our CATS Software Suite of CRM tools and technology and our SampleIQ platforms and sample accountability services have expedited our customers’ digital transformation.

As the world of data has exploded, we’ve assisted our clients in transitioning to the digital solutions that centralize and harmonize their data. We’ve helped them develop cohesive stories about their customers and build relationships with internal stakeholders and external strategic partners across multiple channels where their customers are on a journey.

We can help you aggregate your customers’ buying patterns across product types to enable your customer segmentation, acquisition, and prospecting and your cross sell, upsell, and customer retention strategies. We can also assist you in understanding the data so your sales team can take action—whether during real-time interactions or for predictive analytical platforms.

Our mission has always been collaborative and one of partnership.

Call us and get on track with a holistic multichannel view of your customers’ activities to better serve them and to grow your business.

Mitigate Risk and Still Innovate. You Got This!

When you think about it, a contradiction plagues your company and the pharmaceutical industry.

Your mission is to serve patients by developing and distributing drugs that combat and manage disease states and help extend and prolong life. Helping patients access these efficacious new drugs as quickly and safely as possible is a priority.

That’s exactly why the pharmaceutical industry is highly regulated. It must be.  Medicines and treatments can have an enormous effect on the lives of patients, and drugs in the wrong hands constitute a risk that public health policy must safeguard.

What If the FDA Walks Through Your Door?

Indeed, the stakes are high, so much so that the ramifications of not complying with regulatory affairs in pharma can be serious. They can lead to significant financial judgments, legal and criminal consequences, and reputational risk as well.

So here you are, challenged to innovate. Yet all the while you must monitor risk because the risk of non-compliance stands side-by-side with the compliance demanded by governing bodies and regulatory agencies.

The only way to operate, then, is with a thorough understanding of the laws and regulatory requirements that govern pharma and the ever-changing regulation and how it applies to your company. You must expect that regulatory scrutiny occurs across all your operations, including sales and marketing, drug price reporting, patient privacy, clinical operations, and manufacturing—and to the extent that business operations, financial services impact those policies, rigorous scrutiny must take place there as well.

Compliance on Steroids and Enterprise-wide

You must prioritize compliance at an enterprise level. Rather than settling for siloed views of regulatory issues in which your individual teams are responsible for ensuring compliance, you must build an enterprise-level view of what’s happening with regulatory issues. There’s an amazing machinery behind the scenes and much detail in that level of oversight and documentation, even more so if your company is large or global. That puts compliance in a priority ranking as a sustainable process—one that provides value and ROI.

The good news is that technology has become a huge resource for mitigating risk and decreasing opportunity for error. And the use of big data in pharma has opened up a world of possibility across your organization from research and development to marketing.

In pharma sales and marketing alone, areas in which PDMA, DEA, 21 CFR Part 11 require physician credentialing and validation, and proof of order and receipt, technology portals have enabled DTP drug sample delivery by generating processes for order and receipt, AOR or AOC acknowledgement.

So Much to Manage

Here are just some areas that need compliance oversight.

  • Sarbanes-Oxley Act (SOX) – Requires an annual audit to provide proof of accurate and secured financial reporting and compliance for the preceding 90 days.
  • Affordable Care Act (ACA) – Requires drug-sample reporting to monitor quantities of drug samples requested
  • CRO’s – CRO contracts and execution require monitoring
  • Terminal Distributor of Dangerous Drugs (TDDD) – Ohio requires entitiesthat include hospitals, pharmacies, EMS organizations, laboratories, nursing homes, and prescriber practices to show TDDD licensure allowing them to purchase, possess, and distribute dangerous drugs at a specific location
  • Deviations – Deviations occur when for whatever reason a procedure wasn’t followed…requirements include identifying what it was, why it was, and establishing the fix and preventive, and doing so in 5 and 30 days respectively
  • Supply Chain Issues – COVID’s impact on UPS, FEDEX, and the P.O. have caused drug samples to go astray. Digital systems send up red flags for lost shipments to prevent the risk of drugs being sold on the black market

Synergistix: Providing the Depth of Compliance Rigor You Need

It takes vigilance across the enterprise and an enterprise-wide data flow system to enhance the compliance of day-to-day business activities. Digitized, data flow across the organization integrates all functions and departments into a single system to streamline information, synchronize reporting, and provide automation across the entire organization. Technology enables real-time business information to flow through many different business processes and ensure you say what you do, do what you say, and monitor the business and enforce your business rules and processes.

That’s why we’re here and how we can help. We were built as a company to enable and ensure and level up compliance through technology. We’ve been in the business for 25 years and have never encountered issues with the FDA. In fact, our company was founded and continues to employ not only expert technologists but also professionals who know and understand the ins-and-outs of pharmaceutical industry compliance requirements. Plus, we have a 24/7, stateside call center to answer your questions and address difficulties.

We Got This

We respect the fact that your company does things a little differently than other companies. We introduce our basic system, which is easily configurable with your system, or immediately enhances your processes if they are manual. We can uncover all the gaps that put you at risk and provide the oversight to ensure you mitigate risk by customizing your system to operate more efficiently and safely.

Imagine if you could focus on innovation and pair it easily with your compliance processes. Imagine if you didn’t have to worry about regulation because we were taking the need to worry out of your operations. Imagine if risk mitigation became seamlessly integrated with your day-to-day operations.

Imagine if you could say Synergistix has your back.

Your work is not just about growing your pharmaceutical business and not about making HCP’s look good to patients.

At the end of the day, it’s patients and the greater good you’re serving and protecting by your rigorous compliance.

Call us and ensure you’re providing patients with the medications and treatments that will help them manage diseases and conditions, make their world better, and prolong their lives.


Synergistix, Inc. is pleased to announce that for the seventh consecutive year, it was among the top ten 2022 award recipients of a Top Workplaces honor from The Sun Sentinel. Winners were chosen based on employee feedback.

The anonymous survey, gathered through a third-party survey administered by employee engagement technology partner, Energage, LLC., uniquely measures 15 culture drivers critical to the success of any organization. These include alignment, execution, and connection, just to name a few.

Synergistix fills those requirements and more. The company is known for its family culture, its caring top-down management, its amazingly intelligent, engaged workforce, and cohesive teams. These principles go hand-in-hand with the company’s core values of Quality, Innovation, Partnership, and Respect. They also carry through to the customer experience Synergistix provides to its life science clients by enabling them to build strong customer relationships and highly effective sales teams.

“We’re so pleased to be honored by this award from The Sun Sentinel,” said Don Schenker, Synergistix President and CEO. “Since our founding in 1997, we have always been focused on creating a strong corporate culture. Having The Sun Sentinel formalize the impact of our efforts with this recognition year after year is truly meaningful.”

Synergistix has been committed to fostering a corporate culture in which team members and managers understand one another’s professional and personal goals and work together to achieve them. “This maintains a company focus on people, and helps to retain staff and attract top talent,” Schenker said.

There are many employee and family-oriented programs such as its annual employee fun day, holiday party, summer family picnic and monthly events like softball games, happy hours, pot-luck luncheons, and bagel Friday’s, and Bring Your Children to Work Day, said Juanita Infante, Manager, Human Resources.

“What’s more, Synergistix invites employees who live and work remotely throughout the country to its corporate office three times a year. Meeting in person helps them get to know each other, build relationships, and feel a part. It’s our leaders and our people who are the heart of our company,” Infante said.

“I share these examples and the stories of the acts of kindness of Don and our senior leaders and am inevitably greeted with a ‘That’s amazing,’ or ‘Oh my gosh,’” Infante said.

She added that again and again, we see that candidates who appreciate the deep-rooted family and people-first values the company stands for align well with our culture. As with our long-term employees, these recruits immediately show how much they enjoy coming to work every day and being part of the Synergistix team.

Schenker said that these awards come naturally to Synergistix. “I believe our team members would cite one simple reason: ‘We get it’,” said Schenker. “We recognize that our staff has a life outside of Synergistix and to be successful at work and at home, it’s important to cultivate an optimal balance.” 

Eric Rubino, Energage CEO, agreed. “The employee experience needs to be on the mission critical list. Culture drives performance.”

Beyond Rep Calls and Product Tracking: A Data Explosion Breaks down Silos; Takes Efficiency to New High

Without data management, your company is pretty much stuck in the weeds…in everything from your supply chain to operations, from finance through contracting, sales and sample management, and the ever-present compliance and validation mandate.

Medicines and raw materials are being sourced throughout the world, and a drug’s distribution from manufacturer to physician involves many trading partners before the drug even gets to the patient.

And as stakeholder numbers increase so do their responsibilities. All teams must have fast and easy access to the same set of numbers to meet the needs of an at-a-glance culture. At the same time, teams must have detailed data at their fingertips that align with their area of responsibility and allow for deeper dives as needs dictate.

For example, Sales Ops must evaluate initiatives versus results and incorporate data for users beyond traditional Sales Management and Managed Markets to include a universe of promotional data along with sales activity.

Trade Group requires supply chain product movement data, including inventory and returns.

Contracting/Finance must monitor GPO activity and 340B sales activity to keep on top of appropriate negotiated rates

And as Specialty Pharmacy takes hold, you must capture SP/SPP data and incorporate rich insights from hub service providers to provide better care for patients.

Data Management & Efficiency are Key to Having a Competitive Advantage

Efficiency Key. Technology Non-stop

There are no two ways about it. Efficiency is the consistent key to having a competitive edge in the

The good news is that there’s no end to technology evolution.

Cloud-based computing has matured, reducing the need for extensive IT network investment. RFID tagging provides precise location of products and stands to revolutionize supply chain management.

And business intelligence dashboarding software quickly delivers an endless stream of impressive data visualizations and analytics for real-time monitoring and a manufacturing process that allows for continuous adjustment as data is collected.

To be sure, we’ve come a long way from the time digital first took hold in pharma…back when CRM technology transformed the industry and displaced paper-based call reports and IT computing became more powerful. The latest surge of technology advances provides you with the important tools you need to operate efficiently in the highly regulated pharma environment with the capability and competency to make massive amounts of data customizable for individual audiences—and the fuel to drive tactical and strategic directives.

The World of Data Exploding

Data is at the heart of all of this, and the explosion is incredible.

But incredible is only incredible if you harness these advancements. And you must. They serve as the information system that not only works today but is also adaptable and ahead of continuous change.

Master Data Management with Synergistix

To achieve operational efficiency and the delivery of a superior customer experience, we
recommend these best practices:

  1. Establish a Vendor-Neutral Data Platform – Adapt your information system to mix-and-match data sources from competing companies. There is no best-of-breed data to manage all your business needs.
  2. Invest in Customer Master Data Management – If you can invest in just one thing, make this it. You cannot have high-value and 360-degree insights without a strong customer master system, impactful standardized reporting, and ongoing support processes. Your customer profiles are critical assets. Keep them proprietary.
  3. Standardize Industry ID’s for Seamless Integration – Require all data sources to include as many industry-standard ID’s as possible and supply 3 rd party vendors such as speaker bureaus or marketing firms with files from your own MDM, so that all results come back with the required linkages, making integration a non-event.
  4. Leverage Electronic Data Interchange Data to Track Your Product Movement – EDI provides secure commerce data between links of the supply chain, providing a clear picture of product movement. Even if your product is sold retail, having product movement data has numerous benefits like keeping Sales and Finance on the same page to validate the accuracy of the projections for your product.
  5. Keep the Field involved. You need customer buy-in, so do not build systems in a vacuum. Form a joint team of top analytics talent and use best analytics practices in both the home office and the field. Some of the most progressive analytics are being performed at a local level, making field involvement crucial.
  6. Create Your Own, Common-Sense Analytics for Scoring Customer Value – Create a common language to ensure that all stakeholders are familiar with the same reference points (e.g., prescribing volume, decile, rank in territory, prescribing patterns, specialty, whether they are aligned to a high-volume group practice, etc.)
  7. Eliminate Data Overload – Bombarding the user community, especially the field force, with data can backfire. Give your people and departments what they need to run their business and perform relevant analyses.
    Tools and Knowledge to Develop Meaningful Insights
    The list is robust and a lot for you to manage on your own—which is when and where Synergistix is designed to serve you. We’re here to help you take advantage of the growth opportunities afforded by the tech evolution and data explosion. We have knowledge and expertise spanning more than 30 years’ experience in the full pharma data spectrum: syndicated data, promotion, client, supply chain, and specialty pharmacy.
    We offer customizable reporting for robust Rx data analyses from market to prescriber level as
    well as precise supply chain tracking from class of trade to customer-level:
    Reporting and Analytics With InView – customer, interactive dashboards, online 24/7
    High Performance Data Marts –
    o SQL – a one-stop shop, housing all syndicated, non-syndicated and client data
    with advanced integration routines and value-add metrics to deliver high-quality
    feeds to reporting systems and CRMs
    o DART – the fastest ad-hoc query technology on the market; results delivery in
    seconds with built-in analytics

Master Data Management – A full-service client repository of customer data that allows companies to distill, customize, and reconcile customer information from multiple sources

Harnessing the ongoing developments in tech and data is a must for your success. Contact us to learn more – with Synergistix at your side, take your organization to new heights.

Agile and Innovative—Pharma Takes Sampling Digital by Turning Lemons Into Lemonade

2020 was a rough year for pharma.

When in-person promotion efforts were interrupted by the pandemic, the primary source of pharma company promotion stopped abruptly. Sales reps were pulled from the field and the distribution of samples to HCP pharma clients came to a sudden halt.

If that wasn’t enough, compliance challenges were accelerated by the FDA’s drug
serialization initiative, and the Drug Supply Chain Security Act (DSCSA) loomed as
another significant regulatory obligation. Though launched in 2013, the 10-year phased
implementation designed to eliminate drug counterfeiting, theft, and illegal diversion
came with yearly compliance deadlines. The most complicated deadlines were still
ahead, and November 2023 was set as the target date for full enforcement

Innovating Technology Solutions, Sample Management Services, and More

Essentially, there was a lot going on and pharma companies were tested and pressured to the
max. But as it turned out, what started as a sad story turned into a story of how a
company’s ability to be agile leads to survival—forward movement, actually—even
when things go awry.

A Story of Agility and Technology Solutions

More than anything, 2020 became the story of agility, as the industry demonstrated the
ability to be adaptive despite market changes and external factors that caused
uncertainty. Indeed, 2020 showed that when companies remain creative and innovate
consistently, they can deliver for their customers. In the case of pharma, reps were
forced to go digital. Multi-Channel Solutions, including E-Detailing and Virtual Support,
were implemented full scale. Sample initiatives, promotion, and brand awareness were
maintained, and providers were able to continue supporting patients, and, once again,
Synergistix played a lead role in serving its clients. Even better, sales reps’ digital-only
access to HCPs has produced long-term benefits

  • Sales reps typically three-minute face-to-face meetings have now been increased to 19 minutes, according to a recent study
  • Prescription drug samples can now be sent directly to HCPs through a Direct to Practitioner (DTP) channel via a delivery service which has expanded access locations, and covers white space and large territories
  • HCPs are responding favorably; HCP email open rates have increased significantly, boosting communication between reps and physicians
  • HCPs have easy access and real-time support on mobile; in addition to sampling, e-detailing, an integral component of the Multi-Channel approach also includes a combination of varied and specialized content that is valuable in advancing brand recognition and helps physicians better support their patients.

What’s more, enhanced Multi-Channel Solutions efficiently and effectively manage
compliance-related components involved in Sample Accountability and Sample
Management programs. These include:

  • Cross Channel Business Rules
  • Frequency Limitations
  • Specialty Inclusion/Exclusion
  • Professional Designation Exclusion
  • Allocation Management
  • Strategic Sample Usage
  • Adapt & Customized by Region, District, and Territory
  • Aggregated Control of Sample Usage

At the same time, these programs best helped pharma companies track HCP activity,
enabling them to identify HCP interests and efficiently and effectively fulfill HCP needs.

Synergistix, with its Enhanced Multi-Channel promotion 3-pronged architecture,
has been instrumental in helping its clients lead the charge in their Sample
Accountability and Sample Management efforts.

  • Our HCP Sample Ordering Portal enables reps and/or physicians to trigger sample orders
  • Our SampleIQ evaluates orders and validates sample requests, using SIQ quality standards
  • Our 3PL ensures fulfillment, logging inventory frequency, initiating shipping, and capturing data for our HCP knowledge universe

Everybody Wins

Restrictions imposed during the height of the pandemic are loosening. And the industry
continues to inch toward its DSCSA end date. There are no crystal balls to predict
whether digital will continue to be the only touchpoint between reps and their HCP
clients. But the scorecard to date shows the benefits of Multi-Channel solutions
outweigh those of in-person channels. In addition to protracted timeframes for rep-HCP
interaction, digital benefits include lower cost, reduced risk, fraud mitigation, increased
rep productivity and value-based outcomes, and environmental friendliness because of
the reduction/elimination of paper.

Synergistix Pharma Solutions

Just as Synergistix was challenged to find quality solutions in 2020, it will continue to deepen
its understanding of what pharma and HCPs needs. We will continue to work on what we’ve
always done: innovate always to improve our software, technology solutions, and
Sample Management and Sample Accountability services.

And we will continue to stay nimble and agile so that in good times and in bad, we are
able to best serve you in support of your HCP clients.

Call us to be your partner in your sample management initiatives or for more information on our solutions.

Unpack the Jigsaw of Sample Management to Improve Your Efficiency

It used to be that a set of 4 P’s provided the perfect model for marketing. Called the
“marketing mix,” the 4 P’s included Product, Price, Promotion, and Place. The model
was lionized for years since its creation in 1960 by Michigan State Marketing Professor
E. Jerome McCarthy. McCarthy believed that if you create a high-quality product, price it right,
promote it, and get it into the right hands, your business will make money and be known
in your industry.

Enter the digital world and the focus changed. Customers became powerful and
performance that leads to a positive customer experience became an imperative and
makes all the difference in what customers think and say about you. Suddenly, a
company’s reputation was all about the customer viewpoint and the market perception
of the brand.

The All-Powerful Customer: A Force to Reckon With

Respectfully, the all-powerful customer has become a force to reckon with for
companies large and small. Add compliance and a stringent regulatory environment into
the mix for life sciences companies, and you’ve got your work cut out for you!
Our mission at Synergistix is to take some of that reckoning pain out of the equation for
you. As our customer, we want to make the sampling process an essential part of the
Pharmaceutical companies’ promotional activities. Making it compliant and easier for
you and your teams. In turn, you can provide superior service to your customers and be
known among them as a brand with performance that differentiates you from the

Game-changing Sample Management by Synergistix

The Pain of Hodgepodge Solutions

No one benefits when sample management is a hodgepodge of solutions developed in
silos. Poor integration of systems within your company or from a host of vendors with
disparate systems. Even worse, a reliance on manual systems. If your current SOP
aligns with either of these, you create a higher risk of errors and inefficient tracking
which can lead to poor inventory management, lost samples, and a poor HCP customer
experience. This faulty reconciliation can also lead to shoddy federal and state
reporting. It’s no secret that that can get you into hot water with the FDA, PDMA, or
other regulatory agencies, can bring on penalties, and potentially tarnish your

Service First Mindset

Our mission at Synergistix is to prevent any of that from happening. We believe that our
service-first, supportive mindset prevents that from happening by making you more efficient. That

efficiency translates to a heightened customer experience in your engagements with
HCPs. We created SampleIQ with that goal as our number 1 priority. We want to ensure
that the customer experience of the HCPs you serve is unparalleled. Because efficiency
in your sample management process can be an important game-changer in your

Efficiency in Your Sample Management Process

SampleIQ: A Better Way

Compare the SampleIQ way with the old way and consider the benefits:

Spreadsheets with manual entry: An
SOP rife for mix-up; phone calls and
emails often required for follow-up and
tracking; protracted timeframes in
physician receipt of samples
Digital Reconciliation of Sample
Ordering thru Delivery Reports:

Minimizes error, saves time, and allows
reps to focus on their core function, the
customer relationship with HCP’s,
brand visibility and recognition, and
HCP Paper Request: A need for
manually signed request and receipt
forms is potentially time-consuming;
procedure lends itself to expedient
shortcuts and the potential for sloppy
HCP Electronic Requests: SampleIQ
software validates all FDA physician
vetting requirements efficiently and
quickly; validation also facilitates Direct
to Practitioner order and delivery,
enhancing service and saving time
Siloed systems: Cost you time and
money, detract from the customer
experience, and undercut positive
brand perception
Workflow Digitization: Integrates and
streamlines the component SA
processes enabling increased
rep productivity and
more value-based outcomes with
HCP’s, including the potential for
expanded visits through the HCP Video
feature that keeps the HCP-
Rep relationship face-to-face and
Manual Reporting: An arduous
process, error prone and slow to
identify and rectify mistakes
Digitized Reporting: Quickly identifies
and reports to necessary agency any
reconciliation mismanagement/mistakes

Samples, Key to Docs Serving Their Patients

It’s well understood in the industry that getting sample materials into a physician’s hands
involves a lot of moving parts. But doing it is important to a doctor’s ability to serve
patients. And doing it efficiently with compliance rigor means that physicians can feel
confident that the process in which they are engaging is streamlined and convenient as
well as compliant. Compliance rigor saves time, trouble, and cost at any point in the
process and ups the ante on your brand recognition and perception in the marketplace.
Technology easily integrated with your existing system; a partnership approach with
guidance and communication tailored to your needs; and cost transparency and pricing
to meet your budget. Upping the ante on your efficiency…that’s what we’re about at

In Today’s market an outstanding customer experience based on top notch
performance is everything. Contact us for more information and to discover how our experts can help you achieve the trust
and loyalty of your customers and a market reputation that puts you head and shoulders
above the crowd.

The Powerful Combination of Technology, People, and Compliant Solutions Can Help Your Life Sciences Company Achieve New Heights

A company’s values say a lot about the way the company treats its customers. At Synergistix, your needs come first…always. That’s just part of our cultural DNA.

We’ve been in business almost 25 years and from the beginning, we’ve been driven to provide you with solutions that address both your market and your compliance needs. Our technology solutions can help you stay ahead of the curve to achieve commercial success all the while you stay aligned with the ever-stringent requirements of the life sciences regulatory environment. 

Our systems are designed for flexibility and configurability.  They are built on a common Platform, enabling easy, customized integration with little disruption to your existing configurations. Designed exclusively for our clients, all our proprietary systems provide you with the efficient automation and AI technologies that lead to streamlined SOP’s and best business practice management. 

These processes lead to the consistent outcomes that help your teams serve physicians and their patients with pharmaceutical solutions that stabilize disease states and prolong life. At Synergistix, too, the commitment of our staff—our expert administrators, executive sponsors, account and product managers, data stewards, quality and compliance experts, sample analysts, technology and operations managers, back-end support and call center teams— makes all the difference. We regularly communicate with you to address your unique needs, identify gap areas, and make the necessary edits to help you build highly compliant, efficient, and effective teams so that you can feel confident that you are operating safely in the challenging regulatory marketplace.

First, a Consultancy. Then CATS CRM. Then CATS on Steroids. 

We started as a consultancy and quickly moved into sales force automation for companies like yours, then developed CATS 1.0, (Customer Analysis and Targeting) our proprietary CRM that helps you streamline and automate your systems to allow your reps to focus on sales. 

Over the years, we not only built out several iterations of CATS (think CATS 3.0), but also launched a mobile capability (CATS-M) and a smartphone offering (CATS-E) that enable your reps to have real-time access to all necessary data in the office on desktop and on the road. We integrated reporting capability into the CATS ecosystem (CATS-R) and then an easy-to-use feature that facilitates Direct to Physician (DTP) review sample request forms and eligibility status quickly and failsafed against human error. The CATS system furthers your sales efforts from warming territory and pre-launch activities, through SWOT analysis of the HCP’s practice and territory level. 

SampleIQ to Fully Meet Client and Compliance Needs in Disbursement of Drug Samples

We developed SampleIQ, a combined software and strategic process offering that interfaces with CATS and enables you to perform sales activity in compliance with PDMA and FDA requirements, and DEA, and 21 CFR Part 11 guidelines.

SampleIQ prioritizes your ability to get samples to HCPs and Patients quickly and seamlessly while keeping your sales force compliant. Our HCP Sample Ordering Portal allows an HCP to easily request samples through a paperless on-line portal.  The Rep Triggered Remote Sampling permits sales representatives to initiate a digital sample request that is sent via an email link to the HCP. The HCP Video Meeting feature allows sales representatives to instantly launch video chats, presentations, and other materials from within the Synergistix CRM, keeping the HCP-Rep relationship face-to-face and dynamic, an even greater benefit in the pandemic environment.

When you use our SampleIQ services, you pass on the onerous task of managing all aspects of the sample accountability process to us. This includes mitigating compliance risk to upping the timeliness and efficiency of physician signature validation, thorough review of sample requests, and sample delivery to HCPs. 

And All the Ops Support You Could Ask For

Our ancillary services round out our offerings. We’ve created Prisma Analytics, our data warehouse, to scrub disparate data and develop it into cogent reports for the best market forecasting and market strategy. We’ve white-labeled a Learning Management System to integrate a powerful LMS system into the CATS environment and provide a comprehensive training module. ImpactBio, a sister company we’ve built from the ground up, provides full recruiting, training, meeting planning and contract sales representative knowledge to our pharma clients. Beyond this, we have partnered with many other service providers in the industry so that we can provide you with 360 degrees of service and then some.

Beyond that, our valued partners provide systems and services that integrate seamlessly with our Synergistix solutions and are integral to driving your success. These partners share our strong belief in a team approach and deliver services such as:

  • Aggregate Spend
  • Data Providers
  • Practitioner Validation
  • Customer Master
  • Fulfillment
  • Data Warehouse and Analytics
  • System Validation
  • Closed Loop Marketing
  • Expense Reporting

All Inclusive: Service & Support, Access & Transparency, Predictable Pricing, Lower Cost

When we say all inclusive, we mean it! This is key to the power of our CATS Suite and our SampleIQ platform. With other providers, you typically get only the software. But with Synergistix, you get implementation training, imports and exports, help desk, asset management, and system administration from a service and support team that’s 100% on shore. From sales and implementation to post-implementation support, our team works together with you to increase your efficiency, transparency, and forecasting through easy integration that will help to enable the continued growth and success of your business. 

Our solution includes all these extras without the surprise of unanticipated costs and additional pricing. Your Reps, Managers and Home Office personnel can see status and progress at any point through seamless integration with all dashboards and reports. 

Want solid software solutions, cost savings, enhanced time management, and increased productivity and efficiency for your team? 

Call us to discover how we can be your partner and help you you take your business to new heights. 

Life science business strategies, customer engagement in life sciences during covid 19, b2b marketing post covid, product strategy, pharmaceutical, leaders

HCP Engagement and Beyond: Where do we go from here?

The past year changed everything, especially the life sciences industry. One of the impacts was the inability of pharmaceutical reps to meet with doctors and other HCPs (Health Care Professionals) face to face, as had been the custom in earlier times. At Synergistix, we have found that these are great opportunities to utilize technology to enhance the interaction with a target audience. Here’s how it breaks down. 

Customer Engagement in Life Sciences During COVID 19

HCPs have had even more reason to find alternative ways to interact with their representatives now that face-to-face interactions are more of a concern. They have a working understanding of the risk of COVID and most HCPs have been even busier than usual during the height of the pandemic. Bottom line, there is less time for HCPs to meet personally with pharmaceutical reps, but still need the information that can come from those interactions. 

One recent study found that only 27 percent of physicians have seen their pharma representatives face-to-face since March 2020. This phenomenon is known as the Access Challenge. The pandemic affected product strategy in pharma, too. A McKinsey & Company study of 86 new product launches found that all were delayed in 2020. Furthermore, the pharmaceutical companies behind 50 of those 86 launches lowered their financial expectations by more than 25 percent. McKinsey & Company estimated a $10 billion financial hit on a global scale. Now more than ever, technology is an important and critical aspect to connecting with HCP’s. 

That being said, the picture looked dire and life science business strategies have had to change to confront these new realities. However, there is an upside to this phenomenon. At Synergistix, we believe that technology can play a vital role in connecting with HCPs and provide critical information to their patients and to maintain and grow their practice.

New Opportunities

As with many industries, pharma reps have been forced to go digital in their dealings with their HCP clients. This meant the full range of contact, including emails and virtual meetings. What may have seemed like a barrier between two parties, has actually challenged Synergistix to further understand the needs of HCPs, and the pharma industry, in turn producing unexpected benefits during this unprecedented time of change.

In the pre-pandemic days, a pharma rep could only depend on receiving, on average, three minutes to meet face-to-face with their HCP clients. However, the average amount of time given reps by HCPs for virtual meetings since early 2020 is a whopping 19 minutes, according to a recent study.

Similarly, email open rates of HCPs have increased dramatically over the course of the pandemic. Pharma reps need to prepare themselves in a way so that they can produce beneficial interactions during these virtual engagements. In pre-pandemic times, they might have only had time to make one point or introduce one new product. Through virtual meetings, on the other hand, they can perhaps now bring several products to the attention of their audience.

So, is this digital-only access the new reality in pharma? While It’s too early to know how long the digital-only phenomenon will last, it is clear that interactions will never look the same as they were pre-Pandemic. Life science leaders should not expect a quick changeover to old ways. Even with vaccinations available, the business world is likely to gradually modify their interactions.


Here are our leading conclusions on the subject of the HCP access challenge in the pharmaceutical industry.

  • The access challenge is real! HCPs have dramatically limited their face-to-face contact with pharma reps, and cold calls are a thing of the past.
  • Digital contact, however, has expanded between the two parties. HCPs who, in the past, spent an average of only three minutes face to face with their reps have expanded their virtual face time allotment to an average of 19 minutes.
  • Similarly, HCPs have increased their email open rates, the percent of time recipients read and respond to emails.
  • Since pharma reps are getting more time in the virtual world with their HCPs, they must be prepared for the long time they might have to make their presentations.
  • Even as we’ve started to rebound with vaccinations, trends in pharma B2B marketing post-COVID will not change overnight. Reps should be prepared to make digital marketing their primary form of contact with HCPs for the immediate future.

At Synergistix, it’s our business to continually monitor trends such as this and keep life science leaders informed. We take that responsibility seriously and will deliver updates as these trends change.

pharma industry

How Pharma Addresses Reputation Issues

The life sciences industry is forward-thinking and needs to be agile enough to adapt to drastic changes at a moment’s notice. This is especially the case in the face of the COVID-19 pandemic, and all the changes it has caused in virtually every industry. With that in mind, here is our latest industry update for 2021.

Advances Attributed to the Life Science Industry

Like any industry, the life science industry has had some missteps and has been seen in a bad light by some. However, there have also been many major successes that have completely transformed the world for the better. Here are some examples of the advances made by the pharmaceutical industry: 

  • Penicillin
  • Insulin
  • Polio Vaccines
  • Smallpox Vaccines
  • Aspirin
  • COVID-19 Vaccine

The impact of COVID-19 has had on the pharma industry has been substantial. COVID caused many problems, but also left room for the medical industry to create solutions.

Thanks to modern medicine, life expectancy has increased from 48 years old to 80 years old. Research and development are the lifeblood of the industry. The pharma industry is always creating and testing new products to be released on the market to provide us with medical solutions for ailments and diseases of all kinds. The pharma industry is currently number two in terms of research and development spending, investing roughly 25 percent of all income on much-needed research, which allows them to invent new medications, vaccines, and more.

The COVID-19 Vaccine

It’s almost impossible to discuss pharma without discussing vaccines. Despite the fact that vaccines have been around for quite some time, many people are apprehensive about getting the vaccines because they believe they make you sick, give you the virus or otherwise cause injury. While the COVID-19 vaccine has been embraced by many people, there are also those who are very skeptical of the pharma industry as a whole.

Pricing Woes

Another major reason some people distrust the pharma industry is that they feel their products are astronomically priced. This has led to people seeking out alternative forms of medicine to address their health issues. In other words, since people believe that the pharma industry purposely overcharges for their medications, some people view pharma companies as heartless, money-hungry entities. However, given that the industry is aware of its less than stellar reputation, initiatives are being created to reduce prices across the board.

Key Takeaways

  • The pharmaceutical industry has come a long way and introduced many life-saving drugs and vaccines. The industry is taking steps to continue to innovate and evolve.
  • The COVID-19 vaccine has helped make companies gain the public’s trust.
  • Pricing has been a major issue with pharma and new initiatives have been introduced to reduce prices.

Overall, the COVID-19 pandemic has caused a wide array of changes. The pharma industry has been affected in various ways. If you have a life science-related company and need assistance navigating forward, your friends at Synergistix are here to help. Contact us today to schedule a consultation.