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A medical device company needed a better system for managing sales leads. RedCloud delivered a customized Salesforce Customer Relationship Management (CRM) solution that improved efficiencies, resulting in a more effective growth strategy.
THE CHALLENGE
When the client came to RedCloud, they had an inadequate CRM software solution for supporting their fast-growing marketing and sales operations.
Given the lengthy purchase cycle in health systems, reporting on lead conversion at each of the distinct sales stages was especially challenging. The Sales Lead spent long hours creating reports and dashboards to review sales progress and track leads throughout the sales cycle.
"RedCloud understood our business needs and they were able to translate those into actionable tactics that immediately and easily filled gaps in our sales process.”
-- Client Representative
THE SOLUTION
RedCloud dove deep into the existing sales process to pinpoint the client's needs across all levels of a complex healthcare sales system. We created an “as is” process flow diagram to understand existing points of weakness, and ultimately recommended the use of Salesforce as the appropriate CRM solution.
By collaborating with the client to understand the specific reporting needs, we created customized dashboards, reports, and quoting templates that automated the CRM process, providing significant time savings for the client’s team.
RedCloud’s architects implemented a phased Salesforce installation and migration of the software to its operational environment. This included robust, in-person team training, webinars, and customized training videos to ensure easy adoption. Set up in this way for maximum success, the client's team soon utilized and mastered the program.
ACTIONS TAKEN
Evaluation: We determined requirements and obstacles using a process flow diagram.
Development: We customized dashboards, reports, and quoting templates to automate the CRM process.
Implementation: We introduced a phased Salesforce installation and migration.
Long-Term Success: We provided in-person team training, webinars, and customized tutorial videos.
THE RESULTS
Before the Salesforce implementation, the client’s sales leader had spent up to 20 hours a week gathering data from sales representatives and creating reports through an antiquated, inefficient program.
After RedCloud’s custom migration and implementation, sales reports were generated with real-time data in just a click. Sales Representatives also had easy access to reports on personal dashboards, lead-tracking capabilities, and built-in reminders for follow-up activities, helping to ensure that no opportunities were missed.