Astra Tech 'Gets, Grows and Keeps' Healthcare Customers Worldwide with Salesforce

"Salesforce has many attributes: fast, cost-effective deployment based on a hosted model, low total cost of ownership, straightforward customization and powerful sales functionality; but if I had to put my finger on the single most influential factor in our selection process, it is the ease of use."


Challenge
  • No common global system for targeting, acquiring and retaining customers
  • Some regions relied on a home-grown system; other regions had no formal system at all
  • Difficult to synchronize the knowledge concerning customers
  • Speaking a different sales 'language'
  • Sales reporting almost non-existent

Solution
Advanced healthcare devices and dental implants provider deploys Salesforce to 700 sales professionals worldwide to effectively target, acquire and retain dental practitioners, hospital teams and other customers.

Results
  • Underpinned 'Get, Grow, Keep' sales strategy, providing the unified, comprehensive customer view for sales teams to target, acquire and retain customers worldwide
  • Cornerstone of the company's bid to move from the sixth largest to the third largest player in the dental implant market within two years
  • Rich, on-demand lead, opportunity, account and contact management enables the teams to segment customers quickly and effectively
  • Implemented highly effective CRM system twice as fast as a traditional on-premise CRM solution
  • All of the sales teams worldwide now talk in the same sales language
  • Shared sales best practices across regions or in individual countries
  • Territory planning—hitherto based on ‘rule of thumb’ or other informal processes-is now based on real-time, factual sales data
 
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