Podimetrics
15% Lead Conversion Increase in 8 Weeks
How Development Consulting Partners transformed Podimetrics' complex healthcare sales operations with strategic Salesforce implementation
Healthcare Technology
Somerville, Massachusetts
100 employees
Diabetic foot health innovation
The Challenge
Podimetrics, a pioneering healthcare technology company serving the 37 million Americans living with diabetes, faced complex CRM challenges that extended beyond typical sales operations due to their unique healthcare environment and regulatory requirements.
- Half of staff time consumed by manual processes in their "complicated and complex sales environment"
- Existing Salesforce implementation running for one year but failing to meet operational needs
- BDR and SDR teams couldn't easily identify key contacts for outreach
- Data inconsistencies creating duplicate efforts and inefficiencies
- Revenue leadership couldn't properly estimate opportunities or coordinate teams
- Primary sales through VA with restrictions on direct end-user sales
- Underutilized Pardot marketing automation capabilities
Our Strategic Solution
Development Consulting Partners created a comprehensive, HIPAA-compliant CRM ecosystem tailored to Podimetrics' unique healthcare environment and regulatory requirements.
Custom Reporting & Analytics
Built comprehensive sales pipeline reporting, forecasting dashboards for executive leadership, and board-ready reporting capabilities with sales effectiveness tracking.
Data Integrity Management
Configured automated data quality checks, established ongoing cleansing processes, and implemented duplicate detection with healthcare compliance audit trails.
Integrated Sales Ecosystem
Connected Salesforce to Google Workspace, integrated LinkedIn Sales Navigator, and streamlined Marketing Cloud Account Engagement (Pardot) utilization.
Healthcare Security & Compliance
Built extra security layers for sensitive medical information protection, comprehensive audit trails, and ensured full HIPAA compliance throughout the system.
Technology Stack Implemented
Sales Cloud Marketing Cloud Account Engagement LinkedIn Sales Navigator Sales Cadences Google Workspace Integration Custom Security Framework HIPAA Compliance Tools"The transformation has been remarkable. Our sales teams can now focus on what they do best - connecting with healthcare organizations to improve diabetic outcomes - while the system handles the complex data management and compliance requirements seamlessly."
8-Week Agile Implementation
Our collaborative approach used Agile methodology with continuous client feedback, ensuring seamless integration with Podimetrics' existing healthcare operations.
Deep Discovery & Analysis
Comprehensive requirements gathering with VP of Marketing, Sales Operations, Head of Revenue Operations, and IT Leadership to understand healthcare-specific needs.
Solution Architecture & Design
Custom CRM ecosystem design with HIPAA compliance framework, security layers, and integration architecture planning for healthcare operations.
Implementation & Integration
Salesforce configuration, Google Workspace and LinkedIn Sales Navigator integration, Marketing Cloud Account Engagement setup with continuous testing.
Training & Go-Live
User adoption support, change management execution, quality assurance validation, and seamless transition to optimized healthcare sales operations.
Transformational Results
The strategic Salesforce implementation delivered significant improvements across Podimetrics' sales operations, positioning them to better serve millions of Americans with diabetes.
Sales Efficiency Transformation
15% increase in leads worked by SDR/BDR teams with significant time savings in lead hunting and qualification processes. Sales process streamlined and aligned with revised workflows.
Operational Excellence
50% reduction in manual processing time (from half of staff time to optimized workflows), enhanced data quality with automated integrity checks, and improved forecasting accuracy for executive decision-making.
Executive Visibility & Compliance
Leadership can now properly estimate opportunities and forecast for board reporting, with robust security measures ensuring regulatory compliance and enhanced ability to coordinate team members for maximum productivity.
Strategic Market Positioning
Enhanced ability to target enterprise health organizations (integrated delivery networks and insurance companies), improved sales cycle management for complex B2B healthcare sales, and better utilization of marketing automation for lead nurturing in the competitive healthcare technology market.
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