Managing relationships across healthcare professionals (HCPs), healthcare organizations (HCOs), and complex regulatory requirements makes choosing the right CRM critical for pharmaceutical companies. Whether you’re tracking drug samples, coordinating clinical trials, or ensuring compliance, pharmaceutical companies benefit from CRM systems with features that support their specialized workflows.
This guide examines four leading CRM solutions that help pharmaceutical businesses streamline operations and build stronger relationships with healthcare stakeholders. We‘ll compare essential features like regulatory compliance tracking, sample management, HCP engagement tools, and multichannel capabilities. You’ll discover how each platform addresses industry-specific needs, from pricing structures to integration capabilities.
Wondering what a pharma CRM can do for you? Healthcare company Fatebenefratelli generated over 350,000 sessions and 4,000 leads in a year using HubSpot Smart CRM.
AI tools generated the initial draft of this article. All content has been thoroughly reviewed, fact-checked, and revised by a HubSpot staff writer to ensure accuracy and quality.
Table of Contents
What is a CRM for pharmaceutical companies?
A pharmaceutical CRM is a customer relationship management software designed to manage the complex relationships between pharma companies and their stakeholders, including healthcare professionals, healthcare organizations, patients, and medical science liaisons. While some platforms like Veeva are built specifically for pharmaceuticals, others like HubSpot provide flexible CRM foundations that healthcare companies can configure for their pharmaceutical operations.
Best CRMs for Pharmaceutical Companies at a Glance
|
CRM |
Best For |
Key Features |
Pricing |
Free Trial Available |
|
HubSpot |
Growing pharmaceutical companies seeking an all-in-one platform that scales from startup to enterprise |
Contact and activity management, advanced marketing campaign tools, communication and workflow features |
Free CRM. Paid plans start at $15/seat/month. To store sensitive information and enable HIPAA-supporting features, you need the Enterprise plan for its products, which starts from $150/month/seat for Sales and Service Hubs. |
Free plans available |
|
Creatio |
Mid-size pharmaceutical companies wanting a platform with pharma-specific features and no-code customization |
Field force features, compliance features, Copilot AI assistant |
Starts at $25/user/month |
14-day free trial |
|
Salesforce Life Sciences Cloud |
Enterprise pharmaceutical organizations requiring a platform with life sciences-specific features |
HCP engagement features, clinical trial participant management, patient services features |
Starts at $325/user/month |
30-day free trial |
|
Veeva CRM |
Large pharmaceutical companies seeking a CRM and suite of software purpose-built for the life sciences industry |
Compliance features, mobile and offline support, AI features |
Contact for pricing |
No free trial |
Best CRM Software for Pharmaceutical Businesses
1. HubSpot
Best for: Growing pharmaceutical companies seeking an all-in-one platform that scales from startup to enterprise
Key HubSpot Features
- Contact and activity management: HubSpot’s CRM provides contact management, email tracking, and meeting scheduling features. The platform enables companies to track interactions across multiple touchpoints with activity logging and user attribution. Teams can set up custom properties and workflows to match their specific needs.
- Advanced marketing campaign tools: HubSpot’s marketing features include email marketing, landing pages, and forms. Users can create marketing campaigns and segment contacts using lists. The platform offers marketing automation workflows that can be customized for different use cases.
- Communication and workflow features: For managing communications, HubSpot offers email templates, workflow automation, and custom forms.
HubSpot Pricing
- HubSpot’s CRM is free. In addition, it offers free plans for all six core products (marketing, sales, service, content, operations, and commerce).
- Each core product has a free, Starter, Professional, and Enterprise plan. Paid plans start at $15/seat/month and go up to $3,600/month for the Marketing Hub Enterprise plan (which includes five core seats).
- Please note that if you’re seeking HIPAA compliance, you must purchase the Enterprise plan to get HIPAA-related security features. The Enterprise Customer Platform bundle (which includes Enterprise access to HubSpot’s marketing, sales, customer service, content, and operations software) starts at $4,700/month and includes seven seats.
- HubSpot pricing depends on your specific needs and add-ons. Use this HubSpot pricing calculator to see your custom price.
2. Creatio
Best for: Mid-size pharmaceutical companies wanting a platform with pharma-specific features and no-code customization
Key Creatio Features
- Field force features: This CRM offers field management software that enables you to set up rep visit schedules, optimize routes between meeting locations, log employee activities during each visit, and create rules and actions for the HCPs and HCOs your reps work with.
- Compliance features: This CRM has safety information management, privacy management, legal case management, and internal audit features.
- Copilot (Creatio AI assistant): Get recommendations and insights powered by AI.
Creatio Pricing
Creatio has modular pricing that allows you to build a solution based on the products and features you need. You can add on sales, marketing, or service products, plus AI tokens, additional user types, and support plans. There is a minimum purchase of $10,000/year for new customers.
The platform plans are as follows:
- Growth: $25/user/month
- Enterprise: $55/user/month
- Unlimited: $85/user/month
- 14-day free trial of Creatio CRM available
3. Salesforce Life Sciences Cloud
Best for: Enterprise pharmaceutical organizations requiring a platform with life sciences-specific features
Key Salesforce Life Sciences Cloud Features
- HCP engagement features: Offer providers a personalized online portal with AI-powered agents and content relevant to their prescriber activity.
- Clinical trial participant management: Screen candidates, onboard participants, and access reporting dashboards.
- Patient services features: Help patients verify pharmacy benefits, access financial assistance, and report outcomes.
Salesforce Life Sciences Cloud Pricing
Salesforce Life Sciences Cloud pricing is as follows:
- Life Sciences Cloud Enterprise: $325/user/month
- Life Sciences Cloud Unlimited: $500/user/month
- Life Sciences Cloud Agentforce 1 for Service: $750/user/month
- Life Sciences Cloud Agentforce 1 for Sales: $750/user/month
- 30-day free trial of Life Sciences Cloud available
4. Veeva CRM
Best for: Large pharmaceutical companies seeking a CRM and a suite of software, all purpose-built for the life sciences industry
Key Veeva Features
- Compliance features: Admins can define restricted phrases, which will prevent these phrases from being sent in the Engage tab chat in the CRM. In late 2025, this CRM plans to release “compliant free text,” which will use AI to automatically check free text and flag entries that present a risk to compliance.
- Mobile and offline support: Give your field team the tools they need with this CRM’s offline capabilities on mobile devices.
- AI features: Use Voice Control to record and transcribe voice notes after HCP visits (planned release in late 2025).
Veeva Pricing
Contact Veeva for pricing. No free trial.
Benefits of CRM Software for Pharmaceutical Companies
Improved communications: CRM platforms enable teams to track interaction history and preferences to deliver more relevant communications. DocPlanner, a healthcare marketplace, uses HubSpot to enter new markets quickly by cloning and translating templates, cutting time and ensuring cohesive messaging.
Unified data management: CRM platforms centralize all customer data in one accessible system, breaking down silos between departments. HubSpot’s unified customer platform spans sales, marketing, customer service, operations, and commerce.
Streamlined operations: CRM systems centralize data management and provide workflow automation capabilities. Teams can use these platforms to manage various processes from marketing campaigns to field activities, though specific features depend on the chosen platform and configuration. Emergency medical information service MedicAlert Foundation Canada replaced its disconnected systems with HubSpot, achieving implementation costs that were “10X less than Salesforce,” according to MedicAlert’s CEO.
Data analytics and reporting: CRM platforms provide reporting and analytics features to help teams track performance and make informed decisions. Most platforms offer dashboards and custom reporting options, though the depth of analytics varies by solution. Cancer software platform CancerIQ uses HubSpot’s Dashboard & Reporting Software add-on to enable better data-driven business decisions.
5 Important Features for a Pharmaceutical CRM
- Contact and interaction tracking: Essential for pharmaceutical companies to maintain comprehensive records of all HCP engagements. Look for platforms that offer detailed activity logging, custom properties for tracking interaction types, and easy reporting capabilities. While it isn’t tailored to pharma compliance needs out of the box, HubSpot’s flexibility allows for configuration to approximate key pharma use cases.
- Marketing automation capabilities: Pharmaceutical companies need tools to create targeted campaigns for different HCP segments and therapeutic areas. HubSpot’s marketing automation helped Mesa Labs, a medical safety company, connect with specialized audiences using precise targeting informed by its CRM data, improving its ability to reach the right audience.
- Multichannel engagement tools: Modern pharmaceutical sales require coordinating interactions across in-person visits, virtual meetings, email, and digital channels. HubSpot offers tools for email, social media, and content management, allowing you to personalize your outreach across many channels.
- Integrations: Pharmaceutical companies often need to connect their CRM with other systems for a complete view of operations. HubSpot has over 1,900 apps, a network of solutions partners for custom integrations, plus plentiful API documentation for DIY integrations.
- Scalability and ease of use: As pharmaceutical companies grow, their CRM needs to scale without requiring complex migrations or extensive technical resources. CancerIQ was able to set up its sales process on HubSpot without needing a CRM engineer, highlighting how user-friendly and intuitive the platform is.
How to Choose a CRM for Pharmaceutical Companies (Step-by-Step)
Step 1: Map your workflows. Document current processes for HCP engagement, sample management, medical inquiries, and compliance reporting. Identify pain points where manual work slows teams down or creates compliance risks. Include input from sales, medical affairs, marketing, and regulatory teams.
Step 2: Identify must-have features. Based on your workflow analysis, prioritize features that address your biggest challenges. Consider regulatory requirements in your markets, integration needs with existing systems, and mobile capabilities for field teams. Distinguish between immediate needs and future requirements.
Step 3: Evaluate user experience and support. Request demos and trials to test actual functionality with your team. Check vendor support options and whether they have pharmaceutical industry expertise.
Step 4: Check cost at scale. Look beyond initial licensing to understand total cost of ownership. Factor in implementation, training, ongoing support, and integration costs.
Step 5: Select a platform that meets your needs. Choose a CRM based on your specific requirements and budget. Look for one that is flexible enough to be configured based on your unique needs. 258,000+ customers across various industries in over 135 countries use HubSpot to grow their businesses.
Frequently Asked Questions
What is the best CRM for pharmaceutical companies?
The best CRM depends on your company’s specific needs, size, and budget. HubSpot offers a strong option for growing pharmaceutical companies with its flexible platform and scalable features.
What features should I look for in a CRM for pharmaceutical companies?
Look for CRM features such as contact and interaction tracking, marketing automation, and multichannel engagement tools. Additionally, consider mobile access for field teams and integration capabilities with existing systems. Remember that many advanced features may require configuration or additional modules.
Is HubSpot good for pharmaceutical companies?
HubSpot provides a strong foundation for pharmaceutical companies with its healthcare-focused features. It has features that support HIPAA compliance. Pharma companies can configure this flexible, reliable platform to fit their needs and access powerful marketing and sales tools.
How much does a CRM for pharmaceutical companies cost?
CRM costs for pharmaceutical companies vary significantly. HubSpot offers a free CRM, but please note that HIPAA-related features are available only on Enterprise plans. To bundle all of HubSpot’s tools at the Enterprise plan level (marketing, sales, service, content, operations, and commerce), you can get the Enterprise Customer Platform for $4,700/month, which includes seven seats. When evaluating costs, consider implementation, training, and any required add-on modules for pharmaceutical-specific features.
Meet HubSpot, the Top CRM Choice for Pharmaceutical Companies
HubSpot provides a scalable CRM platform that pharmaceutical companies can customize for their needs. The platform combines core CRM functionality with marketing and sales tools that teams can configure for pharmaceutical use cases.
- Unified platform approach: HubSpot’s CRM provides contact management and deal tracking that pharmaceutical teams can adapt to their needs.
- Marketing excellence for healthcare: Create targeted campaigns using HubSpot’s marketing features, including email, landing pages, and workflows.
- AI-powered CRM: HubSpot’s Breeze AI is integrated into the platform, allowing you to use AI to automate customer support replies, analyze marketing campaign performance, and craft content targeting your ideal audience.
Healthcare company Santagostino grew its customer base from 90,000 to 830,000 contacts using HubSpot’s CRM and marketing tools. Mesa Labs increased conversion rates by 20% by implementing HubSpot’s Google Ads integration.
Ready to explore how HubSpot can support your pharmaceutical operations? Get started with HubSpot’s free CRM.
Disclaimer: This blog post is not legal advice for your company to use. Instead, it provides background information to help you better understand pharma CRMs and compliance. This legal information is not the same as legal advice, where an attorney applies the law to your specific circumstances, so we insist that you consult an attorney if you’d like advice on your interpretation of this information or its accuracy.
In a nutshell, you may not rely on this as legal advice, or as a recommendation of any particular legal understanding.