Inventory | Penrod

DESIGNING & MANUFACTURING INNOVATIVE orthopedic IMPLANTS THAT HELP PATIENTS THRIVE.

Our client focuses on allowing patients to regain or improve their mobility with life-changing implants. In order to service the entire healthcare community, our client needs to connect with the full ecosystem, including providers, patients, and distributors (GPOs).

Additionally, because they manage the majority of research, design, and manufacturing in-house, it became clear that their existing management processes - relying on complicated arrays of spreadsheets - was not efficient or scalable.

Challenge

Decentralized data, complicated management, inventory management, and poor reporting

Solution

A central system to store, manage, and analyze marketing data

Results

Unified data, simple inventory management, robust reporting, and informed business decisions

The Challenge

Dealing with SCATTERED DATA, and SCATTERED INSIGHTS.

Like many medical device companies, our client was tracking relationships between patients, providers, and distributors in spreadsheets.

Spreadsheets (and other antiquated ERP systems for that matter) lead to disparate data, referral leakage, lost revenue, and spotty insights - a perfect storm of inefficiencies that significantly impact revenue and scalability.

Decentralized data
Because data was managed in spreadsheets, visibility was limited and manual work was often duplicated

Complicated Management
Without a central platform, managing the relationships between patients, providers, and distributors was unnecessarily complicated

Inventory Management
Because there wasn’t an automated way to track and adjust inventory, parts, and products couldn’t be reliably sold during the sales process

Reporting
Disparate data meant reporting wasn’t automated, making it more time-consuming to make metrics-based business decisions

In order to expand its innovative products to as many patients, providers, and distributors as possible, they needed to re-imagine their entire infrastructure.

 

The Solution

A platform built with Salesforce

Penrod and the client worked together to envision a centralized platform that would:

  • Eliminate duplicate work by centralizing processes and automating common tasks
  • Accelerate lead acquisition with a powerful marketing automation system
  • Allow the sales team to effectively assign and manage leads across every stage
  • Ensure inventory would be trackable and adjusted appropriately at the time of sale
  • Manage cases in the same sales platform, allowing connections to be made between causes and resolution
  • Empower key stakeholders in leadership to make metrics-based decisions with complete visibility into the relationships between providers, distributors, and patients

Penrod built the platform with Sales Cloud, Service Cloud, and Marketing Cloud.

Sales Cloud
Sales Cloud’s standard and custom objects makes it possible to seamlessly manage incoming leads, scoring, qualification stages, quotes, and forecasts across key targets, including doctors, patients, and distributors. Additionally, inventory is automatically adjusted at the point of sale.

Service Cloud
Service Cloud empowers our client to provide amazing service to patients, doctors, and distributors - whether in the field or remote. Self-service portals allow routine cases to be solved quickly, and AI workflows automatically route escalated cases to reduce case time and manual data entry.

Marketing Cloud
Marketing Cloud automates lead generation, ensuring that the client is able to engage with more patients, doctors, and distributors. Omni-channel campaigns educate, develop product awareness, and nurture leads from awareness to decision.

 

The Results

Unified data, simple inventory management, robust reporting, and informed business decisions

As a result of Penrod's Sales, Service, and Marketing Cloud implementation, our client saw a number of immediate improvements.

Lead Generation

Seamless management of incoming leads, scoring, qualification stages, quotes, and forecasts across key targets

Customer Service

Amazing service for patients, doctors, and distributors - whether in the field or remote

Automated Marketing

Omni-channel campaigns educate, develop product awareness, and nurture leads from awareness to decision

Request Free Consultation

Learn more about the Inventory case study.

See how we built a platform that would manage complicated relationships between providers, patients, and distributors. Fill out the form on the right and we'll be in touch!