Summary
Key results
A consistent 360-degree view of partners available in a single CRM system
Data-driven planning and execution of field activities using geolocation
Lack of a central CRM limited sales team potential
As the largest network of medical laboratories in Poland, Diagnostyka works with thousands of partners, including healthcare facilities, collection points, and external laboratories. As the organization grew, existing tools no longer provided full visibility into customer relationships and sales activities.
Fragmented data made it harder to build long-term partnerships, slowed decision-making, and prevented the organization from fully leveraging the potential of its field sales teams. To centralize sales processes and provide real-time access to reliable information, the management board decided to implement Salesforce Sales Cloud with the Maps extension.
The project was entrusted to Sii Poland, a certified Salesforce partner combining the expertise of more than 1 000 healthcare specialists, experience gained from clients such as Fresenius Kabi, Bausch Health, and Qiagen, and a proven track record of delivering projects compliant with ISO 13485 standards. This collaboration laid the foundation for building an integrated CRM ecosystem supporting sales growth and partner development.
A unified CRM ecosystem for sales and partner management
Sii Poland assembled a dedicated project team of 5–6 experts responsible for pre-implementation analysis as well as the design and deployment of a new CRM system based on Salesforce Sales Cloud and Salesforce Maps. The team worked closely with Diagnostyka’s IT department and internal CRM implementation team, ensuring that both business requirements and technical constraints were addressed throughout the project.
The implementation followed a strict timeline driven by client resource availability and the need to coordinate integration work. A key challenge was adapting existing internal systems and integrating them with Salesforce to ensure data consistency and a single, reliable view of each partner, with complete and up-to-date sales information available to field teams in real time.
The scope of work included:
- a detailed pre-implementation analysis to accurately reflect business processes in Salesforce
- configuration of sales and partner management processes in the new CRM system
- implementation of Salesforce Maps to extend CRM capabilities with geolocation-based data
- integration of Salesforce with key external and reference systems, including the Contractor Register, Product Register, Workflow-SEOD, and the data warehouse, to ensure data consistency and a single source of truth
- training sessions for sales representatives, business users, and administrators
What our clients say about us
Learn about their experiences of working with Sii
CRM as a strategic pillar of sales
The new CRM has become a daily working tool for both sales representatives and management, directly improving the quality of customer service. Salesforce Sales Cloud capabilities enable route planning for field visits, monitoring sales performance in the field, analysis of business targets, and more accurate planning of growth strategies.
As a result, sales teams gained full visibility into partner relationships, while management now has a solid, data-driven foundation for decision-making.
Key results
- a consistent 360-degree partner view in a single system
- mobile access to up-to-date data for field sales representatives
- route and activity planning based on geolocation
- structured sales and forecasting processes
- real-time monitoring of sales targets
- easier handling of campaigns and complaints
GET IN TOUCH
Let's start the conversation today