Project Description

About our Customer

The customer is a medical device manufacturer and high-level service provider that uses best in class technology and equipment to improve quality of life for patients suffering from respiratory ailments such as COPD and Chronic Respiratory Failure. The company operates multiple business units that work directly with physicians, patients, and insurance companies to provide the highest level of care possible to the largest number of patients.

Key Business Challenge

The company had been using Salesforce since 2013 but had experienced many challenges with the implementation and were not able to successfully leverage the full capabilities of the platform for their various business units. These challenges resulted in limited usage of Salesforce within the organization, and ultimately limited their ability to track important data, enforce processes, and maintain compliance.

In addition to still using Salesforce Classic, the challenges were caused by a variety of factors:

Salesforce ConfigurationData IntegrityVisibility and ReportingData IntegrationDevOps

  • Limited roles and profiles with no management reporting structure or team assignment

  • Insufficient data object customization and configuration to meet business needs

  • Old and outdated data mixed across different business units with no maintenance and refresh plan

  • Limited dashboards, notifications, or activity tracking

  • No management reports or ability to surface relevant data for insights and decision-making

  • No access to propensity or potential intent data

  • No data integration between other systems and sources used in the organization

  • Limited usage of Sandbox and UAT environments for development and testing

  • Limited usage of the Apex Framework for testing and classes to ensure code coverage and proper deployment procedures

Salesforce Configuration

  • Limited roles and profiles with no management reporting structure or team assignment

  • Insufficient data object customization and configuration to meet business needs

Data Integrity

  • Old and outdated data mixed across different business units with no maintenance and refresh plan

Visibility and Reporting

  • Limited dashboards, notifications, or activity tracking

  • No management reports or ability to surface relevant data for insights and decision-making

Data Integration

  • No access to propensity or potential intent data

  • No data integration between other systems and sources used in the organization

DevOps

  • Limited usage of Sandbox and UAT environments for development and testing

  • Limited usage of the Apex Framework for testing and classes to ensure code coverage and proper deployment procedures

Korcomptenz’s Solution and Agile Approach

Korcomptenz was selected as the partner of choice and the organization’s partner of record with Salesforce because of our unique combination of Salesforce expertise, agile approach to development and generating rapid results, and our experience in the healthcare industry and related markets.

We collaborated with the customer to implement a rapid development model that would allow them start realizing real world improvements and results on a monthly basis. This model enabled them to roll out Salesforce to under utilized business units in an accelerated fashion with short, effective pilot programs prior to the full implementation.

Immediate, Practical Benefits

The agile approach and rapid delivery model enabled the organization to realize benefits within one month of the initial engagement.

Salesforce LightningData IntegrityData IntegrationVisibility and Reporting

  • Immediately upgraded to Lightning and confirmed all required functionality was working properly

  • Enforced Lightning for all users moving forward

  • Custom roles and profiles were created for all applicable business units ensuring data integrity for each division

  • Management and team structure was implemented to ensure proper permissions and enable consolidated, accurate reporting

  • Existing data was thoroughly analyzed and older data with potential integrity issues was archived

  • Imported over 1,000,000 pieces of fresh data by business unit from sources outside salesforce including Lexis-Nexis data

  • Instituted proper usage of Sandbox and testing environments outside of production

Real World Results

The combination of creative solutions to organizational challenges and agile, rapid delivery generated impactful results for the organization including:

Enhanced AdoptionBusiness ContinuityImproved Performance

  • Successfully introduced Salesforce to over 50 new sales representatives within 2 months of the initial engagement

  • Successfully introduced Salesforce to two new business units, each within their own unique needs within 3 months of the initial engagement

  • All lead, contact, account, and opportunity tracking is now performed in Salesforce enabling the organization to control their data and easily onboard new associates

  • Controls for contact management, notifications, and other reporting features ensure accounts and contacts are properly serviced regardless of staffing or role changes

  • Sales representatives, administrators, and other users are empowered to work faster, smarter, and better than before with all of their important information and activities in one place with built-in reminders and notifications

  • Executives and managements team members have full visibility to the performance of the overall sales operations and are armed with the necessary data and insights to improve outcomes

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