The Challenge

Sales representatives at Boston Scientific approached Salesforce like a chore — monotonous tasks such as logging calls and updating contacts provided little strategic value. End users felt the CRM didn't help them become more successful in their day-to-day work.

Justin Moses, Area Vice President of Corporate Accounts and Healthcare Solutions, knew there had to be a better way to communicate the intricate details within an account — the key relationships, what motivated buyers, the challenges different hospital systems faced, and the strategies used to close business. None of this was easily accessible.

"I was logging notes in Microsoft OneNote, Excel, sticky notes, and my whiteboard. I knew the information I had uncovered was valuable, but there was no easy way to communicate these insights in a way that others would understand. We needed a tool that would help us capture the important information and put it in a centralized location so teams all across the country could use it to drive deals forward."

The Boston Scientific Urology team lacked a consistent process that would empower their sales team to take new accounts, build relationships, and close deals efficiently.

Why Prolifiq

Boston Scientific evaluated multiple vendors and chose Prolifiq for its unmatched configurability. As a 100% native Salesforce application, it was intuitive for end users and could be customized for different teams with different processes, structures, and needs.

"Prolifiq was the only vendor that was truly configurable and adaptive to how Boston Scientific wanted to go-to-market to win and grow our major accounts. That was a major point of differentiation." — Justin Moses, Area Vice President

Prolifiq's development and customer success teams built custom layouts for different plans depending on the team. The methodology-agnostic account planning tool enabled different departments to customize the technology to fit their specific needs. Prolifiq also added one-click whitespace analysis, which was critical for Boston Scientific to easily identify whitespace in child and parent accounts without manual research.

Scope & Expansion

The team initially started with over 450 seats for their Urology division. Within 2 months, the Endocrinology team requested access with another 450 seats. Over time, Corporate Accounts, Government Affairs, and LATAM divisions were added. Today, Boston Scientific has over 1,500 seats with Prolifiq spanning the US and Latin America — including Mexico, Colombia, Costa Rica, Puerto Rico, Brazil, Peru, Chile, and Argentina.

Results

• 100% of closed won deals attributed to Prolifiq for the Urology business unit
• $125M+ in closed won revenue since implementation across all departments
• $31M, $25M, and $17M wins in the last 12 months alone
• 41% increase in retention rate of their largest accounts
• Saved Mercy Health $400,000 and increased their revenue by $1.5M by leveraging an account plan to engage the right people

"Once you take the time to build it, you're giving a bunch of salespeople a visual that is more digestible. I can articulate the message with a visual that is color-coded 'paint by number.' So intuitive — I get this — now I take this really complicated concept and people can describe it and it makes sense." — Justin Moses

"The advancement of Prolifiq's tool over time has led to some impressive results, with Justin describing the tool as 'something I couldn't imagine doing my job without.'"