Fresenius Kabi India: MR Enablement Web & Mobile Platform

Highlights

Problem:

Fresenius Kabi India had no structured way to see how well-prepared its field sales team actually was. There was no visibility into which medical representatives had studied new product material, no consistent way to assess whether they understood it, and no structured link between a doctor interaction and the prescription conversions that followed it. Area and Regional Managers had no reliable way to track training completion, readiness, or field performance across their teams — making it hard to know where coaching was needed or whether training investment was actually translating into better sales conversations.

Solution:

Latent built Fresenius Kabi India's MR enablement platform across both web and mobile, structured around the field team's real reporting hierarchy (Region, Regional Manager, Area, Area Manager):

• Product training library — cloud-based training material modules organized by pharmaceutical topic, giving MRs on-demand access to product study content from the mobile app.
• Timed knowledge assessments — multiple-choice pharmacology tests with a per-question countdown, scored automatically and tied to each rep's region and reporting manager.
• Leaderboards — ranked scores across the sales team, turning assessment results into a visible performance and motivation tool.
• Doctor-visit & Rx conversion reporting — structured Activity Reporting (doctor name, date, remarks) and Conversion Reporting (linking a visit to the resulting number of Rx) captured directly from the field.
• Manager review & approval workflow — Area and Regional Managers review submitted activity and conversion reports and accept or reject them, with role-specific test modules and score views ("Check for AM" vs. "Check for SE") for managing their own team.
• Web-based reporting for managers — a web platform giving Area and Regional Managers visibility into training completion, assessment scores, and conversion reporting across their region, without depending on the mobile app.

Impact:

The platform gave Fresenius Kabi India, for the first time, a direct, measurable link between product training and field sales performance: managers could see exactly who had completed training, how they scored on assessments, and how doctor interactions were converting into prescriptions — across web and mobile. This led to improved conversion rates from better-prepared sales conversations, a significantly higher training completion ratio, stronger team engagement driven by the leaderboard, and a more informed, accountable field sales organization overall.

Key Outcomes:

• Web platform and mobile app built together, structured around the field team's real reporting hierarchy
• Cloud-based product training modules with timed, scored knowledge assessments
• Leaderboard-driven engagement across the sales team
• Structured doctor-visit and Rx conversion reporting tied to individual activities
• Manager-facing web reporting and approval workflow for tracking team readiness and performance