In the increasingly complex healthcare market, it is critical for Lenus Pharma to distribute its products through a network of partners in different countries. Quality assurance and partner onboarding is a major challenge for Lenus.
Our task was to support Lenus Pharma in managing and planning the partner network through a centralized network. Furthermore, the onboarding, controlling and tracking of the partners in the different countries should be enabled.
The Challenge
Lenus Pharma previously relied on a server-based ERP system to process partner data. This system configuration had several limitations:
Limited database access
Limited visibility
Low system integration and system downtime
Server downtime
Poor system performance
Ultimately, Lenus Pharma determined that it needed an innovative, state-of-the-art solution to manage its customer master data. They chose the cloud-based Salesforce Sales Cloud, the global leader in CRM. Key factors included the system's flexibility and scalability, as well as the ability to leverage its powerful analytics and reporting capabilities. In addition, the global partner network provides a tremendous innovation advantage. Additional functionality can be easily integrated into the Sales Cloud through the Salesforce AppExchange.
The TOWA Solution
At the beginning, three workshops were held with the customer to define the pain points, describe the individual use cases, work out the specific requirements and derive the ideal solution concept with the help of Salesforce best practices. Then, in constant communication with Lenus Pharma, a project backlog was created to ensure that the project was executed according to plan.
For the implementation, we chose to follow Salesforce Best Practices, i.e. with virtually no programmatic customization (no-code). This approach is scalable, less error-prone, based on Salesforce Best Practices, and easy to administer.
A particular challenge was synchronizing email with Salesforce, as the freely available Outlook Integrator could not be used by Lenus due to Microsoft's licensing restrictions. The company turned to the AppExchange solution Match my Email.
Another unique feature of the Salesforce implementation was that there was no full data migration from the ERP to the CRM system. Due to poor data quality in the ERP system, we migrated the master data of about 30 customers into Salesforce for the go-live. Lenus Pharma then successively built up all relevant master data.
Benefits for Lenus Pharma
The deployment of Salesforce enabled rapid implementation and go-live. In a matter of weeks, Lenus Pharma was able to move from requirements analysis, configuration, and testing to go-live and user training.
Since implementation, Salesforce has provided Lenus Pharma with a number of benefits, including
Complete visibility into partner data
Control over partner operations in different markets
Improved planning reliability through centralized forecasting
Complete handling of the partner onboarding process in Salesforce
Eliminate time-consuming manual steps
Reduce error rate
Increased efficiency
In summary, the implementation of Salesforce has helped Lenus Pharma optimize its business processes and manage its partner network more efficiently. By deploying a modern CRM solution, Lenus Pharma has strengthened its competitive position and is now poised for future growth.
Conclusion
By leveraging Salesforce best practices and providing customized solutions, we were able to ensure that Lenus Pharma got the most out of their new CRM solution. Our goal is to help our customers realize their full potential, and we look forward to continuing to help Lenus Pharma achieve its business goals.
If you are looking for a solution to streamline your business processes and increase efficiency, contact us today. We look forward to working with you to take your business to the next level.
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