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