What do you get when you combine an outdated legacy CRM and an inefficient system for getting quotes to customers with a cutting-edge pharmacy automation company whose mission is to provide equally cutting-edge healthcare solutions to its clients? A lack of reliable information for managing production schedules and making forecasts, along with a frustrated Director of Sales. Enter Mary Beth Gargani and the team at Aesynt, who turned to a Salesforce CRM and a Configure Price Quote (CPQ) app by Apttus, to help turn things around.

In our latest edition of App Talks, Mary Beth shares how Salesforce and Apttus not only revamped their quoting process for the better, but also elevated the sales team thanks to reliable forecasting. For a deeper dive into Aesynt’s three business-changing results, keep reading below the video.

How did the implementation of a Salesforce CRM and the Apttus CPQ app change the game for Aesynt? Read on for the highlights of their three business-changing results.  

1. Sales reps increased their customer engagement time by 30%. “Our Sales team was spending too much time tracking down information and not enough time with customers,” Mary Beth shares. “Now we’re able to get them back where they belong--in front of customers, doing what they do best: selling.” Once reps increased their time in front of customers, they began to immediately see the impact it had on their deal sizes.

2. Average deal size increased by up to 45%. “Products actually appear on the quotes now so that reps can talk to customers about them during the sales process rather than suggesting them after the fact,” says Mary Beth. “We can see specific line-item details; we have more information than we’ve ever had.”

3. The new system was adopted by 100% of the team. The legacy system at Aesynt consisted of on-premise CRM with a heavy reliance on Excel and email, which made it difficult to share real-time knowledge upstream and downstream.

Now, all the information the team needs is in one place. Everyone sees and shares the same data in real time. Manufacturing can manage production schedules more efficiently, the executive team can predict growth, and everyone can respond faster. Having a single source of truth has led to an increase in confidence between sales and manufacturing, and that confidence has transcended to Aesynt’s upper management and board of directors.

Says Mary Beth, “Everyone in the company knows that Salesforce and Apttus are the source of truth for us. That knowledge breeds comfort and confidence.”

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App Talks is a series of conversations with Salesforce customers who have transformed their business using AppExchange business apps.