Med El – Existing Salesforce.com customer

Situation – Med El manufacturers and sells cochlear ear implant systems to bring hearing to thousands of hearing impaired individuals that need assistance beyond a basic hearing aid. Med El has a direct sales force and depends on a distribution network of doctors, hospitals and clinics.

Overview – Med El purchased Salesforce.com in 2006 but never fully implemented the system. They assigned several people to the project to build out the tool for the organization, but no one had full time responsibility, let alone the time, to learn the system and make it map to their unique sales environment. 

As a result, Med El management was not getting visibility into the sales regions that they needed, and reps were left to their own disparate ways of managing a territory. Med El decided that they wanted to back up, start from the beginning and fully leverage the capabilities that they originally hoped to get from the application.

EnablePath provided  –  a Business Process Review session with the leadership team to map out their entire marketing & sales process to determine what could/should be mapped to the technology.  EnablePath then worked with several key associates to customize and integrate the tool to management and user specifications.  EnablePath also trained the team.

Result – After their initial false start, Med El's sales team is using their newly customized application to track customer interactions from lead generation, through the sales cycle (using Miller Heiman's integrated methodology module), to winning the deal and following up for additional orders. In Phase Two of the project, EP will assist Med El management in the construction of critical reporting and data mining beyond that offered in the "out-of-the-box" feature set.