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GETINGE: Global CRM implementation (Salesforce)

MedTech

Industry

12+ months

Duration

1300+users

Impact

objective

Replacement of the legacy system (Siebel) and implementation of Salesforce (SFDC) as an overarching global CRM solution, including CPQ deployment and the integration of a global approval process for quote creation.

approach

Development of a global template and rollout across key markets.

Building on a template-based approach, a cross-functional CRM concept was developed as the technological and process blueprint for subsequent rollouts to the top 10 countries by revenue. Global sales processes and a standardised approach to configuration, pricing, and quote creation were designed and embedded in the solution. Delivery then took place via local workstreams, implementing the developments together with the respective business teams following a standardised methodology.

Requirements gathering for an overarching CRM template and definition of global processes
Requirements gathering for the integration of a CPQ solution (Configuration, Pricing, Quoting)
Validation of the CPQ solution against FDA medical device requirements
Implementation of requirements in Salesforce (SFDC) in collaboration with the CPQ third-party provider
Development of a standardised rollout approach for country deployments (planning, delivery, change and communications, training)

result

Salesforce CRM rolled out across the top 10 countries

With Salesforce implemented as a modern, future-ready platform, the company established harmonised global sales processes and created the transparency required for consistent global reporting.

The integration ofthe CPQ tool now enables configuration, pricing, and quote creation end-to-end— without system breaks and supported by partially automated approval workflows.

Overall, this created an overarching technology platform that can be extended with additional applications, standardises global processes, and delivers measurable efficiency gains across Sales.

learnings

A template-based approach is essential to accelerate country rollouts

Medical device validation follows strict requirements and needs to be planned into the timeline early
SAP and other backend systems must be aligned with end-to-end processes to fully leverage the global template
Close collaboration between business teams and IT is a critical success factor for delivery

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