Health & Life Sciences
Medicareplus International was incorporated in 2007 with the aim of manufacturing a range of wound care products and medical devices strictly conforming to the required technical specifications for each product, for the UK, European and Global market.
In April 2008 the Company became part of the Chemilines Group of companies who have been established for over 25 years within the healthcare sector. Chemilines are recognised as one of the UK’s leading pharmaceutical importers and distributors of sourced branded medicines, generics and perfumes in the UK.
What Were Their Challenges?
From our initial meeting with Medicareplus International, it was clear that their existing CRM system was not going to scale with the needs of a growing and maturing sales team, or support their marketing team with their aspirations for outbound digital marketing and event management.
Reporting on the current state of the business was also lacking, with no visibility over marketing activity and ROI, no view of the current pipeline, and no ability to forecast future sales.
How Did We Help?
Using a combination of Sales Cloud and Pardot, we were able to give Medicareplus International a formal sales process, from initial enquiry right through to Closed Won Opportunity, and help their sales team manage their deals more efficiently, resulting in more closed business.
The marketing team adopted Pardot to help them measure engagement, track activity, and help with marketing automation. With a fully integrated CRM and marketing tool, they are now able to segment their database and target the right customers with the right messaging, at the right time.
Salesforce Products Used
Sales Cloud: Lead Management
Collection of new enquiries, capturing all required lead data, allocation of leads to the sales team, and managing the lead qualification process
Sales Cloud: Opportunity Management
Tracking of sales deals, including related products and pricing information. Revenue scheduling
is in use for forecasting recognised revenue.
CRM: Accounts & Contacts
Tracking of accounts (clinical commissioning groups), contacts, and their complex relationships to each other.
CRM: Activity Tracking
View a full audit trail of any interactions with a customer, including email (Outlook integration), call logs, event attendance/registration, & any digital engagement via Pardot
Pardot: Campaign Management
Management and tracking of email campaigns, in-person events, and digital engagement.
Automatic prospect scoring and grading to identify and target strongest prospect.
Analytics: Reports & Dashboards
A full suite of reports and dashboards including Marketing Activity, Sales Pipeline, Forecasting, and Marketing Campaign Performance.
How we can continue to help Medicareplus International in the future
Medicareplus International are off to a great start with their implementation but have already identified some future priorities which are achievable with Salesforce:
- Getting a data feed of sales actuals data so that the sales team can compare their forecasted vs actual sales information
- Adopting Salesforce Einstein Analytics to help gain deeper insights into their sales data using AI
We look forward to our long term partnership with Medicareplus International as they continue on their Salesforce journey.
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