Lumenis Boosts Efficiencies + Improves Ramp to Revenue
Lumenis is a global leader in medical technology for health care. Lumenis produces minimally-invasive clinical solutions for the Surgical, Ophthalmology, and Aesthetic market, and is a world-renowned expert in developing and commercializing innovative energy-based technologies including Laser, Intense Pulsed Light (IPL), and Radio-Frequency (RF).
“One thing we've seen heightened and confirmed (through the pandemic) is that time and our 'mental money' is critical. Anything I can do to help reps have strong, positive mental attitudes—I want to do. The Modus mobile app has really helped because it frees up significant time for users, and allows them to be as responsive as possible to customers.”
Lumenis was loading and shipping out individual iPads for sales reps. The company also didn’t have an effective way of getting updates to their field sales reps. Information was in disparate places, difficult to find, and reps were using outdated assets—or creating their own—which were often inconsistent and non-compliant.
Additionally, Lumenis had no way of tracking when a customer engaged with the content reps had shared, nor did Marketing have insight into what material was most used and effective.
Modus was able to win the business against a top competitor to deliver a simplified way of loading, updating and distributing content. This enabled reps to always have access to the most current material to be easily shared with customers.
Robb Cloyd, US Director of Field Sales Training, said:
“Modus made it easier for marketing to distribute content—and easier for sales to get it, view it and send it out and from mobile.”
–which was critical for driving revenue. The platform allows Lumenis to quick-start new reps, and get them producing revenue as fast as possible.
⟩ Best practice tip:
Cloyd has reps send him assets from defined folders, in their first two weeks, to get reps comfortable using the platform. Engaging the reps early helps deliver quick ROI and gets them up-and-running quickly
- • Delivers all assets directly to reps, and on mobile devices.
- • Simplifies sales process + allows quick customer follow-up.
- • Allows reps to see when material is opened.
- • Eases product rollouts + training.
- • Enjoys 85-100% adoption of the platform.
- • Creates better buyer experiences.
- • Increases "mental money" through efficiencies.
- • Provides insight into what content/training is most effective.