Astra Tech 'Gets, Grows and Keeps' Healthcare Customers Worldwide with Salesforce CRM

Challenge

• No common global system for targeting, acquiring and retaining customers
• Some regions relied on a home-grown system; other regions had no formal system at all
• Difficult to synchronize the knowledge concerning customers
• Speaking a different sales 'language'
• Sales reporting almost non-existent

Solution

Advanced healthcare devices and dental implants provider deploys Salesforce CRM to 700 sales professionals worldwide to effectively target, acquire and retain dental practitioners, hospital teams and other customers.

Results

• Underpinned 'Get, Grow, Keep' sales strategy, providing the unified, comprehensive customer view for sales teams to target, acquire and retain customers worldwide
• Cornerstone of the company's bid to move from the sixth largest to the third largest player in the dental implant market within two years
• Rich, on-demand lead, opportunity, account and contact management enables the teams to segment customers quickly and effectively
• Implemented highly effective CRM system twice as fast as a traditional on-premise CRM solution
• All of the sales teams worldwide now talk in the same sales language
• Shared sales best practices across regions or in individual countries
• Territory planning—hitherto based on ‘rule of thumb’ or other informal processes-is now based on real-time, factual sales data