Seamless Salesforce Workflows for
Life Sciences
At Capital S, we design Salesforce systems and supporting infrastructure tailored to the specific needs of life sciences companies — whether you're preparing for your first commercial launch, scaling post-approval, or expanding into new therapeutic areas.
Our team has supported launches from clinical development to commercialization and has helped scale organizations from zero to $500M+ in annual revenue
Multiple Platforms, one integration partner
- Health Cloud
- Sales Cloud
- Service Cloud
- CPQ
- Data Cloud
- Marketing Cloud
Pharmaceuticals
We configure Salesforce to orchestrate everything from medical communications to post-market surveillance
Unified Commercial Launch Orchestration
Medical Affairs and KOL Relationship Management
Post-Market Surveillance and Pharmacovigilance Integration
Biotechnology Research Organizations
Our Salesforce blueprints connect investigators, trial data, and quality records so your team hits milestones and stays audit‑ready
Clinical Operations and Site Management
Integrated Quality and Regulatory Management
Strategic Partnership and Business Development
Medical Devices
We embed these capabilities - and more - directly within Salesforce
Regulatory Submission and Quality Management
Unified Commercial Operations and Supply Chain
Post-Market Clinical Evidence and Real-World Data
Want to learn more about our services?
Get In Touch With Our Team
Frequently Asked Questions
Why do pharmaceutical companies choose Salesforce over Veeva for commercial operations?
Pharmaceutical companies often prefer Salesforce over Veeva for its flexibility, cost transparency, and integration capabilities. While Veeva provides life sciences-specific features, its rigid structure forces companies into predefined workflows. Salesforce enables full customization of commercial processes, including territory models, KOL tracking, and compliance workflows.
Salesforce offers predictable pricing that scales with growing biotech teams, avoiding Veeva's steep licensing fees. The platform supports broad integrations with market access tools, real-world data, and regulatory systems, creating an interoperable platform without vendor lock-in. As commercialization strategies evolve, Salesforce adapts to support new therapies, geographies, and cross-functional teams.
Can Salesforce integrate with existing market access and payer intelligence platforms?
Yes. Implementation partners like Capital S build custom integrations using APIs and secure data pipelines. These integrations enable teams to verify coverage directly within the CRM, helping commercial teams understand patient populations covered for specific therapies within each HCP's practice.
Real-time benefits verification eliminates the need to toggle between systems. Payer intelligence enhances each HCP profile, giving representatives the context to address coverage barriers more effectively. Territory strategy improves as teams identify regions with favorable coverage and coordinate assistance programs based on current data.
How does a CRM help commercial teams prioritize HCP outreach within their territories?
Capital S configures Salesforce to help teams focus on the highest-impact HCPs by combining prescribing trends, patient volumes, and engagement history. Replacing outdated lists and guesswork, representatives use real-time data to target providers actively treating relevant populations.
Teams can track therapy adoption, coordinate with medical affairs, and avoid redundant outreach. When representatives change territories, CRM records ensure seamless handoffs by preserving preferences, communication patterns, and prior activity. This helps representatives focus on the right conversations at the right time.
How does Salesforce serve medical affairs teams and other non-commercial functions?
Capital S configures Salesforce to support medical affairs teams with custom workflows that manage KOL relationships, scientific exchanges, and medical information requests while maintaining compliance controls. Teams track research interests, advisory participation, and route MIRFs with strict controls that keep all medical data completely firewalled from commercial teams.
Capital S also designs regulatory workflows for audit preparation, compliance documentation, and trial communication tracking. Patient access teams get custom workflows for prior authorizations and enrollment management. Each function operates independently while sharing a unified HCP profile, ensuring consistent, compliant engagement across the organization.
What compliance safeguards ensure proper separation between medical affairs and commercial activities?
Salesforce enforces separation through role-based access controls that prevent commercial teams from accessing medical content per FDA guidance. Permissions prevent promotional use of scientific interactions while maintaining unified HCP profiles across functions.
Audit trails capture all user activity, creating a defensible compliance record. Custom workflows require supervisory review before cross-functional interactions, automatically flagging compliance issues. These safeguards support both collaboration and regulatory integrity, ensuring medical and commercial activities stay clearly delineated.
How can Salesforce scale when pharmaceutical companies launch new therapies or expand beyond commercial teams?
With expert configuration, Salesforce scales to support new products, teams, or geographies without system migrations. Companies can create new workflows and assign user roles while maintaining unified HCP data across therapy areas.
Capital S helps integrate new therapies quickly by modeling them after existing processes that have proven successful. Adding functions like medical affairs or regulatory is straightforward via role-specific permissions, not new platforms. Territory management tools auto-assign opportunities by region, specialty, or regulatory scope, keeping cross-functional teams aligned as the business grows.
How can Capital S help integrate real-world data to make teams work more intelligently?
Capital S integrates real-world data sources into Salesforce to deliver insights that improve HCP targeting, especially for rare disease therapies. Diagnostic and lab data help identify HCPs actively treating relevant patients.
Claims data provides insight into treatment patterns, access barriers, and adherence gaps that influence clinical behavior. These integrations connect commercial and market access teams to actionable intelligence while ensuring compliance, security, and system performance.
How do pharmaceutical companies measure success after implementing a CRM system?
CRM success is measured through operational efficiency, provider engagement, and commercial outcomes. Automation reduces manual tasks, shortens MIRF response times, and eliminates redundant outreach, giving representatives more time for high-value interactions.
Engagement metrics include HCP meeting frequency, acceptance rates, and depth of clinical conversations. Companies track changes in therapy adoption, market share, and field force productivity. When implemented effectively, a CRM becomes a strategic driver rather than simply a tracking tool.
