DePuy Synthes

 

Case Study

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Distribution bridges in the cloud –
valuable support following a merger

«In the future, thanks to the support of the Coresystems Field Service Software, it will also take significantly less time for new employees to become productive, which is also hugely important for the expansion and success of our sales organisation.»

 

Peter Liniger
Director Strategic Account Manager

When the US group Johnson & Johnson merged the recently acquired medical technology company Synthes with its DePuy division in June 2012, it became necessary to create a central information platform for DePuy Synthes’ field staff as soon as possible.

A special challenge created by the merger

In the course of integrating Synthes, it became necessary to find a fast solution that would bring the sales organisations, which act independently of each other, onto the same platform with regard to communication and common reporting, and to therefore efficiently replace the interim solution, which uses Excel lists. The standard version of Coresystems Field Service Software already covers all of the relevant requirements for field staff. Within 29 days, developers from Coresystems had adapted the solution to further meet the needs of DePuy Synthes.

The implementation lasted a total of approx. six months. Today, around 100 employees in Switzerland work with Coresystems Field Service Software on iPads.

Screen of the Coresystems Field Service Software

Based on Coresystems Field Service Software, all field staff can now see who visited a hospital, when they visited, which follow-up actions were implemented and which objectives were defined in collaboration with colleagues. This holistic support concept is rounded off by personal communication and project work, which, in the end, have a positive effect on sales development.

Conclusion

After introducing Coresystems Field Service Software, it immediately became apparent at DePuy Synthes that the individual teams, which previously operated independently of each other, are now much better coordinated with each other. The compressed exchange of information also makes it necessary to create a common sales language and customer approach, which reduces sales costs thanks to resources being assigned more efficiently. This results in a percentage increase in successful deals.

Facts

Project:
CRM by iPad with Coresystems Mobile Sales

Industry sector:
Medical technology

Specifications:
Faster, better communication between two corporate cultures following a merger

Goal:
Control, collection and prompt distribution of all key information for sales and distribution

Scope:
100 Coresystems Mobile Sales users

Software/Hardware:

  • Microsoft Dynamics CRM (from the Cloud)
  • iPad

Time:
29 days development time for adaption

Timescale:
6 months

Results:

  • More successful deals
  • Establishment of a common sales language and a standard approach to customer care
  • Reduced sales costs through more efficient allocation of resources
  • Rapid productivity of new employees
  • Greater accuracy in customer management and forecasting

 

About DePuy Synthes
The DePuy Synthes Companies are part of the Johnson & Johnson Family of Companies. We offer the world’s most comprehensive portfolio of orthopaedic and neuro products and services for joint reconstruction, trauma, spine, sports medicine, neuro, cranio-maxillofacial, power tools and biomaterials.

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