CASE STUDY

How Repairing the Leaky Funnel for a Multinational MedTech Manufacturer Drove $12M in Immediate Revenue 

Scientists Working in The Laboratory

Industry:
Healthcare, Life Sciences

Capability:
Revenue Operations, Managed Services

Platform:
Adobe Marketo, Salesforce Sales Cloud

In the midst of navigating dozens of acquisitions and undergoing internal organizational changes, a significant challenge was unearthed for one of the largest MedTech manufacturers in the world: inconsistent lead management methods across diverse business units

This lack of standardized lead management practices contributed to missed revenue opportunities, and an urgent need for this Fortune 500 company to consolidate and optimize its processes so as to better serve its global mission of improving patient outcomes.

THE QUESTION

How do we create a cohesive and streamlined lead generation approach to ensure optimal utilization of resources, while capitalizing on potential business growth?

THE SOLUTION

Shift Paradigm piloted a Demand Center for this MedTech giant, which centralized data management, standardized methodologies and integrated teams for more effective reporting.

We collaborated with Marketing and Sales leaders across the EU, US and Canada to conduct intensive workshops involving 250+ Mid- and Senior-level executives to drive global change. The output of that immersive discovery was a fully integrated, operationalized and centralized model within their tech stack to drive quality leads and conversion.

Our deliverables included:

  • Facilitation of Global Cross-Functional Alignment Workshops
  • Revenue Operations Assessment, Design and Roadmap
  • Revenue (Sales & Marketing) Playbooks 
  • Change Management Planning and Strategy
  • Funnel Strategy and Implementation within Marketo and Salesforce

  

THE RESULTS

$12M

Immediate Increased Revenue

1000s

Net-New Qualified Leads

MQL & SQL Conversion, Deal Velocity & Size

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