Snapshot: Digital sales enablement platform improves sales rep productivity
Altimetrik helped this global medical device manufacturer upgrade sales productivity and customer satisfaction by building mobile apps and integrating them with a unified back-end layer to provide real-time updates from their ERP and other systems. By providing this robust sales enablement platform, the client armed sales reps with real-time insights into inventory, demo kits and customer insights as well as simplified requisition and order workflows leading to improved productivity, reduced opportunity loss, higher customer satisfaction and better billing management.
Improved Sales Rep productivity by over 10%
Better inventory management led to a 15% reduction of Kit stock needs at branches
Cancellation of orders/opportunities due to lack of inventory reduced by over 80%
Demo request to appointment lead time reduced by 50%
Unified capabilities using data from disparate systems leads to efficient sales and billing process.
With the goal of improving sales enablement and billing management, the team set out to develop a robust platform to integrate ERP information and 3rd party data into the sales platform. Critical functionality needed for reps included case management, inventory tracking and management, healthcare information, and financials. The team tested and implemented several advanced features including scanning, tapping into offline data capture, and sync capabilities. This led to Integration with ERP and 3rd party systems that were incorporated for planning and conducting medical procedures.
Altimetrik first prioritized ways to achieve the greatest impact in modernizing the sales enablement process. We undertook a distributed agile approach leveraging bi-weekly sprints for MVP releases and product demos for quick upgrades. The team adopted standard integration protocols for connections with devices and other data sources to streamline development and build consistency across platforms.
Componentization-based development approach resulted in the creation of reusable components that reduced build lifecycle costs and implementation time. Private Cloud deployment of developed apps platform was created to provide easy access across multiple teams. Advanced Analytics and visualization dashboards for stakeholders were developed to provide insights used by the client to drive inventory optimization and make granular customer outreach and offer plans. This led to the identification of new areas of opportunity to grow revenue and improve customer satisfaction while saving inventory costs.
Ganesh Raj Mohan PSenior Engineering Leader (Product & Platform Engineering)
Platform engineering can induce efficiencies at various levels that improve the performance of complex processes. In pharma and healthcare sectors, where the complexity is extremely high with multiple stakeholders and high risk, it needs deep domain expertise coupled with intricate technical architecture to engineer platforms that can solve various problems.