Customer Company Size
Mid-size Company
Region
- Asia
Country
- India
Product
- Mindtickle
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Productivity Improvements
- Digital Expertise
Technology Category
- Platform as a Service (PaaS) - Application Development Platforms
Applicable Industries
- Pharmaceuticals
Applicable Functions
- Sales & Marketing
Services
- Software Design & Engineering Services
About The Customer
Integrace Health is a healthcare company based in Mumbai, India. Founded in 2018, the company has grown to a size of 500 to 1,000 employees. Integrace Health specializes in providing novel solutions in the management of orthopedics and gynecology. The company is ranked 71 in the top 100 pharma companies in India. It has also recently acquired a new business focused on women's health. The company was still a startup when Shripad Shukre joined and he was the first person to have functional responsibility for sales training. Integrace Health had already implemented Mindtickle in one of its divisions, but the platform was not utilized to its full capability and its usage lacked consistency.
The Challenge
Integrace Health, a pharmaceutical company based in Mumbai, India, was facing challenges with its sales readiness platform. The platform was under-utilized and not widely accepted by employees across the sales hierarchy. The company also acquired a new business that was not as mature as other areas of the company, leading to inconsistency in sales enablement initiatives across the organization. Shripad Shukre, Integrace Health’s sales training lead, recognized the need for a standard for uniformity. The company was also dealing with the challenge of integrating a new business focused on women’s health, which was not as sophisticated in its controls and behavior as other parts of the business. This created inconsistency across enablement initiatives in the organization.
The Solution
Integrace Health implemented Mindtickle, a sales readiness platform, to support every member of the sales team. They developed a certification program to improve adoption and everyday use. Manager dashboards were created for leaders to gain insights on their team performance, drive learning, and gather regular feedback on progress. With management using Mindtickle, reps followed suit, leveraging pitch practices and consumable content to improve product knowledge. The sales training team also established an onboarding program for new hires made up of multilevel content to effectively build knowledge. The manager’s Mindtickle induction involved a high-level walkthrough of the platform, including the various modules to drive learning, engagement, and communications, as well as the importance of Missions reviews and how to conduct them. Managers were then required to complete mock-up modules over the next week and asked to provide feedback.
Operational Impact
Quantitative Benefit
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