The Situation
Two major healthcare companies had the opportunity to secure leading positions across their markets through a strategic merger. However, realizing the full benefits required integrating their distinct sales approaches into a unified, high-performing model. Adding to the complexity, management set an ambitious timeline to achieve synergies and meet financial targets—all while ensuring minimal disruption to the combined customer base.
Our Approach
Finovate partnered with the company to design a future-ready salesforce, implementing a new reporting structure and an optimized balance of generalists and specialists. The goal was to maximize synergies while minimizing customer impact. This collaborative effort involved several key steps:
Identify the current state
Identify the current state of Salesforce at each company, including headcount, organizational structure, products sold, territories and customers covered, and compensation design.
Design the Future State Salesforce
Design the future-state Salesforce and analytically pressure-test the resulting changes to customers, territories, and products covered to ensure a smooth transition.
Manage an Implementation Program
Launch and manage an implementation program in the first year to deliver synergies on an ambitious timeline. This includes migrating to a new organizational structure and a new set of roles and responsibilities, communicating clearly to key stakeholders, and identifying quick wins.
The Results
Customer orders remained steady during the sales transition, and financial performance in the impacted business units exceeded internal forecasts.
Sales representatives were transitioned to the future state, guided by the new organizational structure, territories, product coverage, and compensation design in both North America and Europe.
The combined company was also on track toward full integration of sales enablement tools, including revised training programs, a streamlined sales IT systems, and updated sales dashboards and performance metrics.
Identified net synergies for the third year are expected to exceed expectations at 1.5 times the initial target.
Guide the Process and Solve Problems
A weekly, executive-level decision-making mechanism to guide the process and solve emergent problems.
“We wouldn't have gotten to where we are today without Finovate. Finovate spent time with us to better understand our processes and where our bottlenecks were.”
