{"id":1303,"date":"2025-02-20T09:16:26","date_gmt":"2025-02-20T09:16:26","guid":{"rendered":"https:\/\/finovate.vamtam.com\/?p=1303"},"modified":"2025-11-24T18:08:36","modified_gmt":"2025-11-24T18:08:36","slug":"achieving-70-increase-in-real-time-visibility-with-a-ppm-solution-for-mex","status":"publish","type":"post","link":"https:\/\/accessinfotech.net\/janapad\/2025\/02\/20\/achieving-70-increase-in-real-time-visibility-with-a-ppm-solution-for-mex\/","title":{"rendered":"Achieving 70% Increase in Real-Time Visibility with a PPM Solution for Mex"},"content":{"rendered":"
The story\t\t\t\t<\/p>\n

The Situation<\/h2>\n

Two major healthcare companies had the opportunity to secure leading positions across their markets through a strategic merger. However, realizing the full benefits required integrating their distinct sales approaches into a unified, high-performing model. Adding to the complexity, management set an ambitious timeline to achieve synergies and meet financial targets\u2014all while ensuring minimal disruption to the combined customer base.<\/p>\n

\t\t\t\t\tkey steps\t\t\t\t<\/p>\n

Our Approach<\/h2>\n

Finovate partnered with the company to design a future-ready salesforce, implementing a new reporting structure and an optimized balance of generalists and specialists. The goal was to maximize synergies while minimizing customer impact. This collaborative effort involved several key steps:<\/p>\n

\t\t\t\t\t
\n\t\t\t\t\t\t\t\t\tSchedule a Call
\n\t\t\t\t\t<\/a>
\n\t\t\t\t\t
\n\t\t\t\t\t\t\t\t\tContact us
\n\t\t\t\t\t<\/a><\/p>\n

\n\n\t\t\t\t\t Identify the Current State
\n\t\t\t\t\t\t<\/summary>\n

Identify the current state of the salesforce at each company, including headcount, organization structure, products sold, territories and customers covered, and compensation design.<\/p>\n<\/details>\n

\n\n\t\t\t\t\t Design the Future-State Salesforce
\n\t\t\t\t\t\t<\/summary>\n

Design the future-state salesforce and analytically pressure-test the resulting changes to the customers, territories, and products covered to ensure a smooth transition.<\/p>\n<\/details>\n

\n\n\t\t\t\t\t Manage an Implementation Program
\n\t\t\t\t\t\t<\/summary>\n

Launch and manage an implementation program in the first year to deliver synergies on an ambitious timeline. This includes migrating to a new organizational structure and a new set of roles and responsibilities, communicating clearly to key stakeholders and identifying quick wins.<\/p>\n<\/details>\n

Identify the current state of the salesforce at each company, including headcount, organization structure, products sold, territories and customers covered, and compensation design.<\/p>\n

Design the future-state salesforce and analytically pressure-test the resulting changes to the customers, territories, and products covered to ensure a smooth transition.<\/p>\n

Launch and manage an implementation program in the first year to deliver synergies on an ambitious timeline. This includes migrating to a new organizational structure and a new set of roles and responsibilities, communicating clearly to key stakeholders and identifying quick wins.<\/p>\n

\t\t\t\t\tOur philosophy\t\t\t\t<\/p>\n

The Results
\n<\/h2>\n

Customer orders remained steady during the sales transition, and financial performance in the impacted business units exceeded internal forecasts.<\/p>\n

Sales representatives were shifted toward the future-state, guided by the new organization structure, territories, product coverage, and compensation design in both North America and Europe.<\/p>\n

The combined company was also on track toward full integration of sales enablement tools, including revised training programs, rationalized sales IT systems and updated sales dashboards and performance metrics.<\/p>\n

Identified net synergies for the third year expected to exceed expectations at 1.5 times the initial target.<\/p>\n

\t\t\t\t\tRecommendations\t\t\t\t<\/p>\n

Guide the Process and Solve Problems<\/h3>\n

A weekly, executive-level decision mechanism to guide the process and solve problems as they arise.<\/p>\n

\t\t\t\t\t
\n\t\t\t\t\t\t\t\t\tFree Consultation
\n\t\t\t\t\t<\/a><\/p>\n

\u201cWe wouldn\u2019t have gotten to where we are today without Finovate. The Finovate spent time with us to better understand our processes and where our bottlenecks were.\u201d<\/p>\n

\t\t\tH&N<\/title><\/path><\/path><\/path><\/g><\/g><\/g><\/g><\/g><\/svg>
\n\t\t\t\t\tRebecca Roy
\n\t\t\t\t\tH&N \u2013 CEO & President<\/div>\n

<\/p>\n","protected":false},"excerpt":{"rendered":"

When two multibillion-dollar companies merge, sustained success hinges on seamless salesforce integration. During a major healthcare industry merger, Bain navigated complex challenges to unite two distinct sales organizations into a single, high-performing team poised for growth.<\/p>\n","protected":false},"author":1,"featured_media":4508,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[49],"tags":[12],"class_list":["post-1303","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-news-events","tag-life-sciences-health-care"],"_links":{"self":[{"href":"https:\/\/accessinfotech.net\/janapad\/wp-json\/wp\/v2\/posts\/1303","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/accessinfotech.net\/janapad\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/accessinfotech.net\/janapad\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/accessinfotech.net\/janapad\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/accessinfotech.net\/janapad\/wp-json\/wp\/v2\/comments?post=1303"}],"version-history":[{"count":1,"href":"https:\/\/accessinfotech.net\/janapad\/wp-json\/wp\/v2\/posts\/1303\/revisions"}],"predecessor-version":[{"id":988778,"href":"https:\/\/accessinfotech.net\/janapad\/wp-json\/wp\/v2\/posts\/1303\/revisions\/988778"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/accessinfotech.net\/janapad\/wp-json\/wp\/v2\/media\/4508"}],"wp:attachment":[{"href":"https:\/\/accessinfotech.net\/janapad\/wp-json\/wp\/v2\/media?parent=1303"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/accessinfotech.net\/janapad\/wp-json\/wp\/v2\/categories?post=1303"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/accessinfotech.net\/janapad\/wp-json\/wp\/v2\/tags?post=1303"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}