Gartner defines CRM for biotechnology and pharmaceutical (biopharmaceutical) companies as systems that support the automation of sales activities, processes and administrative responsibilities for companies’ sales professionals. Gartner considers CRM to be foundational technology, implemented to automate a company’s core sales enablement processes — those that are integral to its selling model and to ensuring regulatory compliance. The market consists of vendors offering technologies to enable the biopharmaceutical selling model. Foundational functionality includes account management, call planning, call reporting, sample management (including electronic signature capture), time-off territory management, offline functionality, mobile reporting and remote engagement capabilities. Selling to healthcare institutions also requires functionality for account planning, team selling, tactic management and analytics.