Case Study: Consolidator

INDUSTRY
Healthcare Distribution
Challenge
Our client’s telephone representatives manage account portfolios with several hundred customers in them. They needed a solution to help identify buying behaviors of each account month-over-month.
Solution
Our solution was to work closely with the client to and help provide targeted opportunities for the telesales team. This resulted in a custom solution--the Consolidator. The Consolidator groups customers to highlight those most significantly behind in historical buying trends.
RESULTS
The Consolidator eliminated manual report creation and improved portfolio management efficiency. This resulted in more calls to the largest opportunities and improved revenue.
I love this! Let’s make sure we allow the field representatives data to flow into this solution too, as I know they could absolutely benefit from this.
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VICE PRESIDENT TELESALES
THE CHALLENGE
As a large healthcare distribution company, our client needed a solution to help their ever-growing sales team. Representatives needed to be able to manage account portfolios with several hundred customers and identify buying behaviors. The solution also needed to:

  1. Display information in an easy-to-understand, actionable fashion
  2. Highlight areas of biggest opportunity to maximize impact
  3. Provide and reinforce focused products through campaign alignment
  4. Give sales managers insights into objective performance measurements to encourage and reinforce desired behaviors
THE SOLUTION
Our solution was to work closely with the client to and help provide targeted opportunities for the telesales team. This resulted in a custom solution--the Consolidator. The Consolidator groups customers to highlight those most significantly behind historical buying trends. This solution provides ready access to individual item details and promotional campaigns. This also results in ensuring sale representatives are fed information to ensure relevant and insightful conversations with customers.

A notable feature of our PO development of this tool is the UI and logic that sifts through tremendous amounts of data to highlight the most important information in an immediately actionable fashion.

Our client’s favorite feature? The ability to ensure that default views focus on areas of greatest opportunity and allow quick manipulation of data to get to important, underlying details.

Our solution ensured that sale representatives were fed information to ensure relevant and insightful conversations with customers and help grow their business and territories.
THE RESULTS
ELIMINATION OF MANUAL REPORT CREATION
IMPROVED PORTFOLIO MANAGEMENT EFFICIENCY
IMPROVED REVENUES