CRM: Philips

Challenge

Philips Medical Systems has worked over the last several quarters to consolidate CRM business processes into one global application with the recent acquisitions of Marconi Medical Systems, Agilent’s Healthcare Solutions Group, ADAC Laboratories, and ATL Ultrasound. As the sales forces have been integrated to cross-sell different products there have been several business challenges, including: defining one common sales methodology, ensuring FDA compliance for new marketing, sales, and order fulfillment processes, consolidating sales and marketing information into one common database, obtaining better insight and accuracy from opportunity forecasts, managing rapidly changing territories and new product offerings, and streamlining quote to order processes and quote accuracy.

Solution

Perficient partnered with Philips Medical to help plan for the integration of sales processes as part of a larger release plan. Our team worked with several Philips divisions to design and deploy new Siebel functionality and change management plans, as well as provide advice on the integration of global technology platforms and business processes.

Features Over $1M in annual cost reductions through elimination of redundant IT systems Support for complex sales, service, option, and leasing quotes Tighter integration between Siebel and SAP applications	Benefits Over $10M in annual incremental revenue increases resulting from streamlined sales process where new leads are immediately routed to the appropriate owners based on geography and skill set Improved quote accuracy and quicker order fulfillment turnaround 40% reduction in quoting and printing costs Compliance with FDA regulations for quoting and order fulfillment processes