The Situation
Two major healthcare companies had the opportunity to secure their market positions through a merger strategy. However, realizing the full benefits required integrating their distinct sales approaches into a unified, high-performing model. In addition to the complexity, they had to manage an ambitious timeframe to achieve synergies and meet financial targets, while ensuring minimal disruption to the combined core customer.
Our approach
Finovate partnered with the company to design a future Salesforce platform, implementing a new reporting structure and an optimal balance between generalists and specialists. The goal was to maximize synergies while minimizing customer impact. This collaborative effort involved several key steps:
Identify the current state
Identify the current state of the payroll at each company, including the countdown, organizational structure, products sold, land and customers covered, and design compensation.
Design the Future-State Salesforce
Design the future of Salesforce and analytically test changes in results across customers, territories, and products covered to ensure a smooth transition.
Manage an Implementation Program
Launch and manage an early-stage implementation program to deliver synergies across an ambitious timeline. This includes a new organizational structure and a new set of roles and responsibilities, clear communication with key stakeholders, and the identification of quick wins.
The Results
Customer orders were safely maintained during sales transitions and financial performance in impacted business units exceeded internal forecasts.
Sales representatives were transferred to the future state, guided by the new organizational structure, territories, product coverage, and compensation design in North America and Europe.
The combined enterprise was also followed by a full integration of sales dazzling tools, including a revised program of training programs, streamlined IT systems, and sales dashboards and performance metrics.
Net synergies identified for the third year expected to exceed expectations to 1.5 times the initial target.
Guide the Process and Solve Problems
A weekend, an executive decision-making mechanism to guide processes and resolve problems as they arise.
"We don't need to wait for Finovate today. Finovate will stop with time to better understand our processes and where our bottlenecks were."
