Development of the Field Sales Support Tool

Aplana helps the leading medical equipment manufacturer with complex medical equipment sales

Company

General Electric Healthcare (GEHC) is a world leader in the field of medical diagnostic imaging technology, services and healthcare productivity, operating in more than 100 countries. GEHC’s powerful magnetic resonance (MR) imaging platforms provide high-definition results and a comprehensive range of applications to address clinical imaging needs.

Cooperation

GEHC had been using an outsourcing scheme for years, mainly relying on suppliers in India, when in search of alternatives the European head office launched a tender among Russia's leading IT companies and awarded the contract to Aplana. During 7 years of cooperation with GE Healthcare Aplana developed for the customer over 30 projects within 3 business areas. Aplana services included application design and development, both server side and web development, interfaces creation, product localization, legacy data transfer, testing and documentation services. The most significant project was Cobra sales support system.

Challenge

The sales of complex medical equipment such as MR scanners involve a multi-step process of configuring and customizing various systems’ options, based on the specific customer requirements, spare parts availability, support options. Sales representatives in the field were in need of a tool that would make equipment configuring process easier and more reliable.

Solution

Aplana team was chosen by the client to develop the Cobra Sales Support System which played an important role in the company’s Go To Market strategy. Starting with customer information collection, the system allows Sales Representatives in the field accessing the latest product information, creating error free product configurations, preparing quotations and generating proposals for the customer. Cobra Field Sales Support system is used in about eighty GE Healthcare offices in Europe and Asia. The projects involves regular release planning and updating in accordance with the needs, further product development, and daily maintenance and support.

Complex equipment sales facilitation Order configurator Sales automation Digital assets