Improving B2B Customer Conversion

Key results

Long-Term Sales Strategy

CRM Development

Summary

Zimmer Biomet wanted to improve the conversion of new customers and the increase of wallet share with existing customers through their sales force. For this, Zimmer Biomet asked Katava Marketing to help them with the development of new processes for the sales process and implement those improvements within their CRM system environment.

LocationUSA

Industry

Healthcare

ClientZimmer Biomet

Services used

Strategy Development

CRM Development

Change Management

Notable Impacts:

Long-Term Sales Strategy

We facilitated a series of our Activate! Workshops working with the sales organization as the basis for the development of a long-term strategy for Zimmer Biomet. This included a strategic plan for the expansion and usage of its CRM system infrastructure and a long-term digital marketing strategy.

CRM Development

The Zimmer Biomet senior executive team approved the implementation of the strategy over the subsequent two years. Furthermore, consequent to the approval of the strategy, we also helped Zimmer Biomet in making significant improvements to its CRM infrastructure.

Challenges & Goals:

The main challenge of the project was the need to break long existing sales processes and steer them towards more digital based sales channels and processes.

About Zimmer Biomet

Zimmer Biomet is a global medical technology leader offering innovative implants and digital technologies across all stages of the patient journey.

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