Sales Cloud lifts health provider above IT

Challenge

• Medibank acquires new businesses. Multiple systems hamper integrated national sales management
• Without a single view of sales and campaign activity, aligning sales activity across seven business streams was no small undertaking
• Some limitations rooted back to IT infrastructure, with a regional IT server hub slowing application performance
• An earlier, 40-user deployment of Salesforce CRM provided Medibank with a taste of cloud CRM but with legacy CRM systems running in parallel hard decisions still needed making, most critically sales systems rationalization
• Solution would have to deliver both application and underlying IT scalability

Solution

• Sales developer drives systems rationalization, builds out earlier Salesforce deployment
• Salesforce rebuild and rollout completed in one month
• Two training sessions put staff on right track

Results

• Single command centre for national sales effort
• Application IT issues disappear off radar
• Salesforce object automates campaign management; marries invoicing information
• Staff self-manage performance, lift game  
• Additional customer segmentation in Salesforce concentrates sales effort; sharpens offers; promises bigger returns