Case Study: Merz Pharma GmbH & KGaA achieves higher sales productivity and over $400K/year in efficiencies with Veeva Systems

Merz Ramps up Sales Productivity with Veeva iRep, an Equivalent Savings of Over $400k/Year

Merz North America, a specialty healthcare company in aesthetics, dermatology and neurology, was hampered by an aging client/server CRM that was costly to maintain, slow to change and frustrating for sales reps—wasting time and customer opportunities. Facing contract expiration, Merz sought a modern, reliable and flexible system that would improve field performance and lower operating costs.

They implemented Veeva CRM with iRep on the iPad—deployed to 75+ users in under 12 weeks—providing integrated CLM, easy in-house changes and reliable offline presentations. The results included 100% user satisfaction, 88% of reps reporting higher productivity, 92% reporting improved customer interactions, major effectiveness gains for dermatology (+49%) and neurology (+94%), and operational savings from reps spending two-thirds less time on field tasks (over $400K/year) plus about $50K/year in help‑desk savings, while reducing paper and improving content control.

Merz Pharma GmbH & KGaA

Jeff Morgan

Executive Director, Commercial Analytics Merz Pharmaceuticals, LLC