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

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