In the inpatient medicine distribution sector, managing customer relationships, tracking sales, and forecasting demand is crucial for maintaining a competitive edge. Healthcare facilities require seamless service and quick response times.
In this case study of one of Poland’s largest pharmaceutical wholesalers and distributors, we delve into the client’s challenges while working in the previous system and the tangible benefits achieved after migration to a Sales Cloud for pharmaceutical representatives working with hospitals: optimising drug sales for inpatient healthcare.
Our client is the largest distributor of inpatient medicines in Poland and one of the largest pharmaceutical wholesalers. The company has provided medicines that save human lives and health for over 30 years. The client cooperates with pharmacists, hospitals, and drug-producing companies, providing professional and comprehensive services in drug implementation, storage and distribution on the Polish market.
The client, who worked in one Salesforce org with another company from the group, experienced difficulties managing the system, configuration, introducing changes, processing formalities (payments), and business decisions. Therefore, they decided to move to their separate Salesforce org.
Implemented solution – how it relates to the challenges
The client needed to transfer the Salesforce configuration, processes and data to a new instance of the Salesforce system.
During the project, the following business processes were implemented:
- The sales process with the Sales Opportunity (previously worked on the Offer)
- Integration with the mailbox
- Order with its customised workflow
- Migration of the existing database of accounts, contacts, activities, orders and products
- Integration with Microsoft Dynamics (to meet the needs of other teams)
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Sales Cloud implementation
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Migration from old Salesforce org
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Added Opportunity processing
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MS Dynamics integration
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Specific objects: tenders, agreements
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Post-implementation support
- Independent Organisational Management:
Our client has achieved autonomy by migrating to a dedicated Salesforce org. This solution eliminates the complexities and difficulties associated with shared infrastructure, giving the client full control and flexibility over system management and configurations.
- Streamlined Sales Process
One of the notable outcomes of this transition was the simplification of the sales process. The inefficiencies inherent in the former shared environment have been eliminated by customising the Salesforce instance to meet the needs. This has allowed for a more direct, responsive, and efficient sales process explicitly customised to our client’s unique business model.
- Robust GDPR Compliance
Data protection and privacy are of paramount importance in today’s digital landscape. Thanks to its own Salesforce org, our client has a configuration adapted to the strict GDPR requirements. This ensures compliance with applicable regulations and strengthens the trust of customers and stakeholders.
- Improved tracking of sales trends and Account activeness
The client can deploy bespoke analytics tools and dashboards customised to their needs. This allows sales teams to closely monitor sales trends, Account activity, and other critical metrics in real time, ensuring they’re always ahead of the curve and can dynamically respond to market changes.
- Streamlined decision-making
With a dedicated Sales Cloud, our client doesn’t have to navigate the maze of decision-making processes that often accompany shared systems. This means faster, more informed decisions, agility and responsiveness in a competitive market.
- Optimised sales task management
After migration to the Sales Cloud, task management has become much more efficient. Our client can assign, track, and manage sales tasks more effectively and precisely with tools and workflows customised explicitly to their processes. This leads to increased productivity and ensures no opportunity slips through the cracks.
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The decision to migrate to a separate Salesforce org has equipped our client with tools and capabilities to achieve excellence in their business endeavours.
- 🔹the sales team improved their response time
- 🔹easier sales task management
- 🔹faster decision making
- 🔹tracking sales trends
This strategic move promises long-term efficiency, compliance, and competitive advantages.
