Merck

Reinventing B2B sales through automation

Pharmaceutical

This platform redefined how commercial teams and customers operate across the B2B sales cycle, replacing spreadsheets, emails, and back-and-forth with a single, shared sales interface.

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109%

Predicted sales secured

109%

Predicted sales secured

109%

Predicted sales secured

–64%

Time to sale reduced

84%

Platform adoption rate

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Context

The client relied on a legacy sales process built around annually updated spreadsheets packed with macros, formulas, and manual dependencies.

Each deal required multiple rounds of back-and-forth between sales teams and customers — versioning issues, manual recalculations, delayed approvals, and inconsistent presentations of value. While the underlying business logic was sound, the execution layer was fragile, slow, and difficult to scale.

The mandate was clear: digitize the entire sales process end-to-end while preserving the behaviors that made sales teams effective.

This was digital business transformation in its purest form.

The Challenge

Three constraints shaped the solution:

  1. Manual sales friction: Sales teams spent too much time navigating spreadsheets, validating data, and rebuilding presentations instead of engaging customers.

  2. Customer collaboration gaps: The sales process lacked a shared, real-time interface where customers and sellers could align on progress, inputs, and outcomes.

  3. Technology alignment: The platform needed to integrate seamlessly with existing CRM and business systems — not replace them.

Every feature had to remove friction without disrupting established sales workflows.

The Solution

A B2B Sales Enablement Platform designed as a collaborative operating layer between commercial teams and customers.

The platform digitized the full sales lifecycle — from opportunity shaping to deal closure — through a shared, real-time interface accessible on desktop and mobile.

Sales, marketing, and customers work from the same source of truth, with automated document generation, predictive business logic, and CRM-connected workflows powering every interaction.

Featured Capabilities

Operate — Orchestration of the sales cycle in one shared environment.

  • Opportunity progression and sales milestones

  • Order forms and volume planning

  • Target tracking by location or account

  • Real-time status visibility for all stakeholders

TransformSales artifacts are replaced by dynamic, data-driven outputs.

  • Automated generation of customized sales presentations

  • Real-time recalculation of pricing, incentives, and volumes

  • Business-rule-driven proposals and forecasts

Integrate — The platform acts as an extension of existing sales technology.

  • CRM integration

  • Secure data exchange with enterprise systems

  • App routing and server-side actions for performance and reliability

Protect Enterprise-grade security and governance are built in from day one.

  • Passwordless authentication

  • Role-based permissions

  • Data signatures for integrity and traceability

Optimize — Continuous Sales Performance

  • Real-time dashboards on desktop and mobile

  • Weekly and quarterly progress tracking

  • Continuous refinement of business logic and incentives

Impact

  • 109% of predicted sales secured

  • 64% reduction in time to sale

  • 84% customer adoption within weeks

  • Q1–Q2 sales secured six months in advance

  • Increased loyalty program enrollment and customer retention

The ROI was immediate, measurable, and sustained.

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