Velosio Case Study: Pentax Medical

Case Study PDFDownload “Pentax Medical: Centralized Customer Management”

About the Company

Pentax Medical is a division of the Hoya Group.

INDUSTRY: Life Sciences—providing endoscopic products and services for gastroenterology (GI)
COMPANY SIZE: 250+ users in sales management, marketing and sales support functions

Established in 1919 in Japan, PENTAX Medical is a globally diversified company with R&D innovation and manufacturing centers in Japan, Europe and the United States. Through leading-edge optical technologies, PENTAX Medical is providing the most advanced clinically relevant endo-imaging solutions. Together with comprehensive customer service offerings, PENTAX Medical is collaborating with customers worldwide to create long-term partnerships and customer satisfaction.

The Challenge

Medical Industry Regulations: Pentax Medical wanted to track sales pipelines, opportunities and accounting information—plus generate quotes—from one user-friendly CRM system. To do so, they needed an implementation partner that was familiar with the rigorous compliance requirements of the medical devices industry.

  • Establish a secure CRM environment compliant with strict medical industry standards
  • Automate a time-consuming, labor-intensive quote process
  • Integration of calendars, email and SharePoint, required a Microsoft solution

The Solution

Velosio provided: 

  • Microsoft Dynamics 365 for Sales integrated with SAP R3, providing coordinated account, contact, activity, opportunity and quoting functionality
  • CRM dashboards, focusing on sales data, pipeline, forecasting, customer rankings and rep activities
  • QlikView, a business information tool, providing faster and more robust metrics by automating data extraction from multiple sources

The Results

  • Faster Quotes: Generate quotes directly from CRM and deliver it to customers the same day
  • Consolidated Information: Reps can access customer information all in one place
  • Precise Decision Making: Trend tracking and sales forecasting is easier now that live data feeds automated analytics and reporting
  • Long-term Solution: Pentax has found an IT and business solutions partner they trust

Working with Velosio

“Through medical industry experience and customer collaboration, Velosio implemented an integrated CRM/Accounting solution. That was only the beginning of this long-term customer relationship.”