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Case Study

Leveraging the power of the Salesforce.com platform, mobility and analytics to help drive sales and manage your business.
  • Automate Sales Processes
  • Focus on key accounts and prospects
  • Manage forecasts
  • Case scheduling
  • Customer Service functions
  • Integrate CRM with ERP
  • Manage and replenish Trunk Stock
  • Track Internal/External Training delivery
  • Regulatory compliance

 

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Challenge

Benvenue Medical, a startup medical device manufacturer, wanted to kickstart its sales organization and needed a solution that would scale to support business growth plans

Benvenue sought a solution that would propel its go-to-market strategy and its ability to obtain funding from investors

Needed a solution that enabled case driven sales forecasting

Required a mechanism for prospecting, screening and on-boarding physicians best-suited for Benvenue products

Needed to integrate existing ERP and its master data with new system to enable accurate reporting and visibility across business units

Solution

SPAR Solutions deployed Salesforce’s Sales Cloud Enterprise Edition for Benvenue’s sales team

Implemented physician screening process with custom-built questionnaires and approval processes

Delivered custom opportunity management solution to allow sales team to easily forecast case volumes by product line

Reps and training teams use Force.com solution to track physician training and reporting, supporting regulatory requirements

Built custom dashboards, reports and analytics with key metrics on sales rep activity, forecasts, sales performance and physician facility metrics leveraging Big Data technologies

SPAR Solutions is now deploying Salesforce1 with customized screens to enable mobile functionality of solution

Results

With Salesforce, Benvenue’s competitive advantage has drastically improved, enabling the sales team to focus on market penetration

The tailored implementation and reporting delivered by SPAR Solutions was an important factor in the VC funding process

Benvenue’s sales organization has grown 250% since implementing Salesforce, and there are plans underway to expand the usage of salesforce to lines of business

Consolidated prospect and customer information enables greater visibility into lead generation and pipeline

Salesforce1 mobile app allows reps to easily manage critical activities and touch points, and forecast product sales using iPads in the field.