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Revenue and Sales Management for Medtech

Maximize sales capacity, productivity, and visibility with deeper insight into pipeline and deal health for predictable revenue growth and sales rep success

Many medical device manufacturers have limited visibility into accurate revenue forecasts. Recent changes to sales engagement processes (e.g., limited access to doctors during Covid, new decision makers and stakeholders to consider, etc.) have made it increasingly complicated to manage pipeline forecasts and accurately gauge demand. Coupled with limited territory management and sales planning capabilities, many medical device manufacturers struggle to make sure they have the correct number of reps focused on the right customer activities.

Understandably, medical device manufacturers are ready to get back to a level of predictability in the business. Fortunately, predictable revenue growth has never been more popular — or more possible with data-driven CRM for medical device companies. Legacy solutions have been focused on static dashboards and limited account segmentation capabilities, making it difficult to translate go-to-market strategies into actionable sales plans, leading forward-thinking medtech companies to seek out capabilities that not only improve visibility into revenue and sales management but also ensure predictable growth.

Benefits of Revenue and Sales Management for Medtech

Take advantage of the shift toward data-driven CRM for medical device companies. Our revenue and sales management solution for medtech maximizes sales capacity and productivity by optimizing territory assignments and customer coverage while improving visibility into revenue with recommended actions for improving pipeline and deal health.

Improve Sales Pipeline Visibility and Management

Learn everything you need to know about your sales pipeline, including quota coverage vs. sales quota, win rates, pipeline coverage vs. quota, propensity to close, forecasted consumables consumption, and deal and pipeline health.

Enhanced Forecast Management

Whether you sell capital equipment, consumables, or a combination of the two, increase your forecast accuracy with enhanced and flexible capabilities, providing more necessary predictability to your business.

Boost Sales Productivity

Ensure you have the right number of reps focused on the right customer activities to improve overall sales productivity with insights such as propensity to buy and projected close date based on historical data — allowing your reps to spend more time on activities that will generate the most revenue.

Optimize Customer Coverage

Gain visibility into territory management and make sure the business has the right coverage to maximize sales with scenario planning (i.e. run multiple sales planning scenarios to optimize across revenue targets, sales cost, and sales demand), opportunity management, and more.

Informed Demand Planning

Stay ahead of planning with increased predictability. With accurate medtech sales forecasting and 360-degree visibility, it’s easier than ever to project future demand and successfully customize company output.

Increase Satisfaction With Value-Based Analytics

Change the conversation your sales team has with providers by demonstrating the value you provide. The benefits are twofold: the outcomes this drives for you and the outcomes it drives for the providers you engage every day.

We Know Medtech

Atrium partners with clients in the life sciences and medtech industries to bring the power of data to their products. We focus on improving experiences and providing better patient outcomes with actionable analytics and AI-powered predictions and recommendations for those in medtech. From engagement to servicing, we can optimize your customer lifecycle.

Data Insights Powered by Snowflake

Snowflake is a powerful tool that can be used to improve revenue and sales management for medtech companies. One of the key benefits of using Snowflake is the ability to easily integrate data from various sources, such as customer information from multiple systems. This provides a more complete and accurate view of the customer, which can be used to better understand their needs and tailor service accordingly.

Snowflake features data governance to protect sensitive customer and patient information. It enables data analytics to reveal patterns, trends and highlight valuable insights across revenue actuals, orders, historical and actual shipments (i.e. consumables), quotas, and more. With a team of certified SnowPros, we’re equipped to help you get the most value out of Snowflake.

Salesforce Consulting

Salesforce helps foster long-lasting customer relationships for medtech companies with best-in-class capabilities across sales, service, marketing, and beyond. With CRM Analytics, Revenue Intelligence, Sales Cloud, and Health Cloud, our certified Salesforce consulting experts can help with your most pressing analytics use cases.

The cloud-based platform allows for increased efficiency, scalability, and flexibility in the medtech space, optimizing sales and revenue management, retaining sales reps, and nurturing your customer relationships in the process. Whether you are new to using Salesforce or looking to optimize your use of a particular cloud, our team is available to assist you in getting the most out of your investment.

Proven Success for Data-Driven Portfolio Management in Commercial Banking

Our commercial banking customer implemented Salesforce in a single org across all LOBs (i.e., Commercial & Investment Banking, Wealth and Asset Management, and Retail) for a single view of clients, common pipeline tracking, and unified call management. To address reporting needs, the bank used Tableau, which essentially became a cobbled-together CRM with disconnected reporting portals for LOB insights — resulting in poor user adoption of core CRM processes.

Focusing on visibility and actionability to accelerate the value realization of their new bank/market acquisition and ensure minimal business leakage in the process, our team formulated an approach to improve all-inclusive LOB reporting within CRM Analytics — right in the everyday workflow. We conducted a business value assessment with the bank’s team, during which we reviewed the current state objectives, business processes, Salesforce configuration, reports, and Excel usage across numerous LOBs. We identified analytics and predictive insights use cases, both common across LOBs and unique to specific LOBs, to promote:

  • Increased Salesforce adoption with actionable insights to drive daily priorities and eliminate swivel-and-forget
  • Cross-LOB collaboration for prospecting and increasing wallet share
  • More effective management of LOB teams to goals
  • Visibility into newly acquired markets, clients, pipeline, and calling activities

With improved adoption and centralized, actionable insights, the bank has accelerated new market value realization and significantly streamlined everyday operations for their team.

Our Partners

certified salesforce consultant

Our team of certified Salesforce experts is made up of uniquely skilled leaders who have spent years focused on customer acquisition and engagement, CRM Analytics and data science, and strategy consulting, as well as specific industries, Salesforce Clouds, and related technologies.

As Salesforce platform consulting and technical experts, we combine CRM strategy, data science, and extensive Tableau implementation expertise to drive results on the Tableau platform for medtech companies.

snowflake-logo-color-rgb@1x (1)

Our certified and experienced Snowflake consultants (i.e., SnowPros) — combined with our deep data science expertise and award-winning Salesforce implementation capabilities — enable you to use and optimize the power and flexibility of Snowflake’s data cloud for all your data needs.

Ready To Talk?

Let's discuss your goals and how we can help you achieve them with revenue and sales management for medtech.