Case Study: Breathe with Sales Cloud

A relative new kid on the block, this bio-scientific company collaborates with leading clinical & industrial partners in the U.S., Europe, Asia and Israel to research & develop advanced diagnostic systems that improve the quality of patient care and enhance medical efficiencies for thousands of health care providers across the country.

The Challenge

With a flourishing, but decidedly segmented national sales team in place and a new CEO scheduled to start within weeks, Exalenz Bioscience sought to arm it’s team with a new sales tracking & reporting tool to help them share best practices, collaborate for cross-selling on multi-territory leads and more accurately report progress within the pipeline.

Our Solution

The company’s U.S. Sales Executive engaged the team at Salesforce.com to deploy their cloud-based CRM and sales reporting tool and hired SIMPLY VIRTUAL™ to migrate Exalenz’s current Microsoft Excel-based reporting modules to the new platform, develop & document processes for entering and tracking leads, prospects and customer data and provide custom training for his team.

SIMPLY VIRTUAL™ process improvement and project management professionals served as system administrators — we backtracked to examine the company’s business processes and requirements to determine how Salesforce Sales Cloud addressed their overall corporate mission and reviewed sales reports to figure out how best to design & build the same (but better) reports in the new application.

Next, we worked with the Salesforce.com implementation team to define security settings, customize the application and create reports; then leveraged our workforce training specialists to identify relevant materials from Sales Cloud to develop custom training and e-learning tools and conduct web-based end user training to fortify adoption.

Lasting Results

The CEO was on boarded with a lean mean sales reporting machine there to deliver real time updates on day-to-day sales performance. Exalenz’ sales team got the training they needed to confidently maneuver the new tool and increased their productivity by harnessing shared sales data and reporting across geographies, reps and product lines. They leverage the mobility of Sales Cloud — collaborating virtually, from anywhere. The ability to log into Salesforce.com (via smartphones and tablets) makes it more convenient than ever to manage their sales pipeline.

Because of the success on this initiative, SIMPLY VIRTUAL™ continued to work with Exalenz Bioscience, Inc. to assist with sales collateral logistics and improve business processes across the organization.

Applied Services: Process Improvement, Technology Implementation, Workforce Training

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