Sanofi Pasteur MSD Takes Sales Effectiveness to New Heights with Salesforce SFA and Force.com Platform

"When you think about CRM, you immediately think of salesforce.com. Salesforce SFA offers unprecedented sales functionality, it integrates seamlessly with our SAP back-office systems, and it is very easy to deploy and to use."


Challenge
  • Sanofi Pasteur MSD wanted to replace the inflexible and shallow functionality in its existing proprietary healthcare CRM system
  • The U.K. specialist vaccines company relied on email for sharing and reviewing fragmented databases
  • There was no common, central system for viewing sales opportunities, proposals, and other customer information
  • Management had minimal insight into sales performance

Solution
  • Sanofi Pasteur MSD deployed Salesforce SFA to more than 150 healthcare sales professionals in the UK to create a single, comprehensive view of general practitioners, practice nurses, and other healthcare professionals
  • Salesforce integrated seamlessly with Sanofi Pasteur MSD's SAP back-office order management system, which sales representatives access by simply clicking an Order tab in Salesforce (created using the Force.com plaform)
  • Using Force.com Connect Offline, salespeople can readily take their account, contact, and opportunity information with them and keep working on critical customer and deal informationUsing Force.com Connect Offline, salespeople can readily take their account, contact, and opportunity information with them and keep working on critical customer and deal information

Results
  • The implementation of Salesforce SFA led to a significant increase in sales effectiveness
  • Sales productivity increased as a result
  • The system was designed, developed, and implemented in only three months
  • The company experienced an increase in data availability
  • Sanofi Pasteur MSD delivered a more rewarding and consistent service to its customers
  • Salesforce required no up-front technology investment or drawn-out deployment
 
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