"It is easy to adapt Salesforce to particular projects. We can do it ourselves. We don't need an army of consultants every time we need to tailor the system or tweak it for a new customer. Our ability to customize the Salesforce application ourselves so quickly has already proved a major benefit to some of our customers."


— Innovex

Innovex Keeps Critical Client Information Confidential, Streamlines Data Collection with Custom CRM

Challenge

  • As a pharmaceutical outsourcing company, Innovex needs to operate in a highly dynamic industry
  • Its top 20 clients are pharmaceutical companies with multiple requirements and medical products—this necessitates a flexible CRM system to track all leads, contacts, etc.
  • Needed to integrate easily into customers' CRM so internal and external teams could share sales information

Solution

  • Shortlisted four CRM suppliers, including Siebel and salesforce.com
  • Rejected traditional software industry model because of high upfront licensing costs, plus time and expense of implementation
  • Chose flexible on-demand solution that reflects how modern business is run
  • 400 users initially: flexible, pay-as-you-go utility model means that Innovex can easily add users without the burden of costly unused licenses

Results

  • Rapid ROI from Salesforce due to low up-front costs plus speed and ease of implementation
  • Far greater management insight, customer visibility, and real-time analysis of medical reps' productivity—this traditionally has been difficult in an industry where reps are mostly on the road
  • Improved customer service due to much better picture of sales process and leads
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