Siemens Healthineers boosts productivity for sales reps with Oracle Cloud

The diagnostic medical imaging leader frees sales reps from routine tasks by equipping them with real-time mobile data entry—anywhere and anytime.

It is very consumer app-like. Very easy to use, understand, and navigate. When leaving an account, I can quickly update next steps. I can also use it while in a meeting to take notes.

Matt McLaughlinKey Account Executive, North America, Siemens Healthineers

Business challenges

 

Siemens Healthineers’ portfolio of products, services, and solutions is at the center of clinical decision-making and treatment pathways. By constantly bringing breakthrough innovations to market, the medtech pioneer helps healthcare professionals to deliver high-quality care, leading to the best possible outcome for patients. With 65,000 employees and a global salesforce of more than 7,000, Siemens Healthineers routinely manages hundreds of thousands of opportunities.

In 2018, the company began replacing three aging customer relationship management (CRM) systems with a single global instance of Oracle Sales and successfully went live region by region. The global implementation included a comprehensive integration with a third-party configure, price, quote system.

The next step was to equip the salesforce with modern, mobile capabilities to be more productive in the field.

We used to depend on laptops and notebooks to note down all the tasks, appointments, contacts, and customer details. Now we just open Oracle Sales Mobile and perform the tasks out in the field.

Mohammed Rayeesuddin AhmedRegional Sales Manager, Karnataka State, India, Siemens Healthineers

Why Siemens Healthineers chose Oracle

Siemens Healthineers selected Oracle Sales and Oracle CX Sales Mobile on Oracle Cloud Infrastructure (OCI) to replace three highly customized Siebel 7.8 CRMs and increase satisfaction of its sales reps by providing a cloud-based salesforce automation solution, including a modern mobile experience. The Oracle Sales Mobile application supports Siemens Healthineers’ increasingly complex sales scenarios.

Results

The mobile app helped Siemens Healthineers boost productivity by shifting the workload to sales reps’ mobile devices. The company’s reps do not have to boot up laptops and transfer notes from sales journals to refresh the pipeline. Instead, they update the system directly at the customer’s site or en route to the next meeting.

Oracle Sales freed time for Siemens Healthineers’ sales reps to configure solutions, contact new leads, and convert opportunities into orders. “The mobile app saves us an hour per day,” says Kartik Iyer, sales manager in Mumbai, India. “I don’t have to go to the office to enter trip reports.”

Iyer and his teammates update their opportunity pipeline in real time, syncing with the Oracle Sales database in seconds. Managers can view deal progress and new sales opportunities as they unfold.

By leveraging OCI as the new foundation, Oracle Sales application performance immediately increased by 40%.

“Since the smooth migration from Oracle Sales to Oracle Cloud Infrastructure, the user experience and performance have improved significantly,” says Dr. Stefan Henkel, CIO of Siemens Healthineers.

Six months after the global rollout of the mobile application, the Siemens Healthineers sales force continues to increase adoption. Additionally, field reps are now far better prepared before going into a meeting.

For sales management, mobility cuts through the time lag in reporting and debriefing, providing continuous insight into deal progress and sales forecasting. With a constant flow of accurate real-time information from the field, managers have accurate insight into account, lead, and opportunity information, which results in better coaching, forecasting accuracy, as well as improved pipeline management.

Also, the app assists with lead management as sales reps now have more time to make a first call or nurture the leads channeled to them from marketing teams.

Published:February 17, 2022