Transforming Medical Device Operations: How We Drove Efficiency and Success on Salesforce

Apr 5, 2024
  • Medical tech

Amidst the multifaceted challenges that medical device companies face in today’s competitive landscape, including regulatory hurdles and evolving market demands, the need for strategic solutions is paramount.

In this blog post, we’ll delve into how VALiNTRY360 helped a pioneering company navigate these obstacles successfully. By leveraging innovative tools for sales, customer relationships, inventory tracking, scheduling, and forecasting, this company achieved significant improvements in business performance, showcasing the transformative power of technology in the healthcare sector. All of this was done leveraging the power of the Salesforce platform.


A Solid Solution Built on Salesforce

A Solid Solution Built on Salesforce
As a leading player in the medical device industry this company made a strategic decision to implement a solution for their evolving business needs comprehensively on Salesforce. With a focus on enhancing sales processes, improving collaboration, streamlining implant scheduling, delivery, and tracking, as well as enhancing sales forecasting accuracy, Salesforce’s robust features proved to be the ideal fit.

Working with VALiNTRY360, the company successfully tackled a myriad of challenges, achieving streamlined operations, heightened collaboration, and enhanced efficiency. Here’s how the solution made an impact:

Implant Delivery

Streamlined its implant delivery process, focusing on tracking sales processes, managing trunk stock, capturing physician details, ensuring compliance, and enhancing efficiency through barcode scanning and inventory management features.

Accounts and Lead Tracking

Provided a robust lead tracking system in Sales Cloud to manage leads from various sources, including Hospital Groups and Group Purchasing Organizations.

Regulatory Compliance & Credentialing

Provided an inventory tracking system that also included monitoring credentialing requirements and detailed contact management for both implanting and referring physicians, ensuring preferences and procedural information were readily available.

Sales Metrics

Provided a comprehensive reporting capabilities to track implants by physicians, sales numbers by Agents and Territory Managers, and physician activity in facilities, along with dashboards for monitoring territory rankings and overall company performance.

Sales Management

Enabled users to log activities for individual contacts and accounts, including notes, emails, and phone calls, as well as document sales call details and follow-up actions.

Implant Forecasting

Captured and retained unit forecasts by facility for rolling quarters, track creators and modifications, integrate actual year-to-date data, forecast by product, and manage currency and pricing.

Inventory Management

Allowed for inventory transfers, usage tracking, regulatory notifications, and inventory requests along with facilitating inventory reconciliation, scanning, and variance tracking.

Prior Authorizations

Tracked and managed prior authorization (PA) requests, capturing stages, case numbers, and payer details, while also generating activities for incomplete or stagnant requests and unscheduled approvals.

Scheduling Implants

Managed scheduled implants by creating cases, assigning coverage, and sending notifications, while also supporting urgent scheduling, providing cancellation reasons, and facilitating the classification of implants.

Resource Management

Facilitated staff assignments, worklist management, tracked employee certifications, prevented unauthorized assignments, and facilitated trainee selection and approval.

Going forward

Working in conjunction with VALiNTRY360, this company’s operations were transformed on Salesforce, enhancing efficiency and compliance standards across various facets of its business. With streamlined implant delivery processes, comprehensive lead tracking, detailed regulatory compliance management, and advanced sales metrics reporting, the company now possesses invaluable insights into its operations. Additionally, the solution’s advanced inventory management, prior authorization tracking, scheduling