Ovation Medical Accelerates Order Processing and Increases Sales Reps' Productivity

Ovation Medical manufactures and distributes orthopedic products to more than 12,000 private practices, medical facilities, and retailers across U.S.

Challenge

Ovation Medical was looking to tap into the potential of digital commerce to automate its repeat operations and prime its sales machine for growth.

Since Ovation already used Salesforce for CRM, Salesforce B2B Commerce was the ideal solution to close the digital gap and automate reordering for their corporate buyers.

At the time of project start in July 2020, Salesforce had just launched its B2B Commerce app — making this initiative the first integration of its kind.

Solution

In collaboration with the Ovation team and Salesforce product managers, forténext implemented a self-service B2B purchasing portal with personalized and simple order experiences for Ovation Medical’s customers.

Key features

• Sales process automation
  Automated order creation for existing customers; onboarding of new customers with minimal involvement from the sales team.
• Smooth order data integration
  Set of customizations to seamlessly introduce B2B Commerce into the existing data management and order fulfillment flows.
• Self-service option for reorders
  Custom ‘Order Now’ page based on B2B Commerce’ Lists feature; instant access to previous orders with individual pricing already applied for registered customers.
• Custom order flow
  A bridge between the new order placement portal (B2B Commerce) and existing Ovation’s order processing system (Salesforce CRM, Fishbowl).

Results & added value

Ovation Medical now utilizes a powerful B2B purchasing portal that automates processes previously performed manually, resulting in a more efficient, stable, and scalable sales organization.

• MVP went live in 4 weeks
• 2x increase in sales reps’ productivity
• 30-40% of custom features
• Managing 400+ customer accounts per sales rep
• 2x faster order processing time

Feedback

“I thought the timeframe would be a challenge, but the Forte team managed expectations, was always available and was completely committed to getting our platform deployed. We were all connected and on the same page, which created a great, collaborative vibe.” - Eric Rost, VP of Sales, Ovation Medical