Case Study
With Astadia, Mentor brings together sales, marketing, inventory, and more
Mentor Corporation, a business unit of ETHICON, Inc. a Johnson & Johnson company, is a leading supplier of medical products for the global aesthetic medicine market. The company develops, manufactures and markets innovative, science-based products for aesthetics markets around the world. Mentor asked Astadia to develop a solution for a 360 degree view of customer activity.
Challenges
- No centralized CRM tool was being used by customer-facing employees
- Needed 360 degree view of customer across field sales and internal departments
- Desired a central repository for all hospital and physician information for collaboration and sharing across departments
- Needed to provide field sales reps and management with planning & reporting tools
Solution
- Provided reps with tool to track success at goal attainment "Where are we toward attaining goals?"
- Standardized sales process: established stages to sales cycle
- Integrated JD Edwards ERP with CRM for inventory and financial insight (order, sales history)
- Developed call accountability – activity tracking, reach and frequency
- Provided ability to collaborate and share info at the account (hospital or doctor office) level
- Provided wireless & Outlook capabilities
Results
- Able to align sales forecasts to actuals
- Marketing is able to track lead generation and "close" efficiency
- Higher sales productivity – bridged process gap between groups
- Better visibility/more efficient comparison reporting
- Organized data allows for efficient information storing and processing
More Case Studies
- Horizon Lines Increases Sales Efficiency and Process Visibility with Astadia Marine shipping leader Horizon Lines sought global visibility into sales activities and sales pipelines. They needed an integrated technology solution to replace internally developed applications and support a more efficient sales process.
- American City Business Journals (ACBJ) Announces Cost Savings and Added Efficiency Years of change brought a need for greater visibility and improved processes. For ACBJ, an advanced technology portfolio is part of the business acumen and operational sophistication behind their success.
- J. Ray McDermott reduces training time 50% for new sales executives Like many early adopters of Cloud Computing, McDermott started with a project of manageable size, gained early success, then built on that success.