Lumenis Boosts Efficiencies + Improves Ramp to Revenue

 

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About Lumenis


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.”
Robb Cloyd
Robb Cloyd US Director of Field Sales Training, Lumenis
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Their Challenge

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 Information was in disparate places, difficult to find, and reps were using outdated assets—or creating their own—which were often inconsistent and non-compliant.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.

Their Solution

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.

Robb leverages Modus in his training and says it has been instrumental in helping both sales and marketing better align and be more efficient. With the ability to update and distribute information across the company, reps have the most current, relevant and useful information at their fingertips to easily engage their buyers. Lumenis boasts over 85% adoption of the platform because they use it in onboarding of all new reps (25-32/quarter!) and reiterate the value of the tool. Cloyd said,

“Our goal is to empower our salespeople so they can focus on sales activity and don’t have to waste time hunting for information.”

Robb believes in the ‘seven + touch’ method and reiterates the necessity and value of using Modus throughout his training process. He assigns specific tasks to new reps to get them quickly acquainted with the platform and hammers in that it’s one of their top three tools for ongoing success.

Lumenis shared that their goal is to have reps up and running with Modus by day two. Robb appreciates the responsiveness and willingness of his account and support teams to step up to help in this endeavor. Modus has assisted in getting users set up and driving usage with ‘how to’ videos, support information, and more.

Modus Sales Enablement Platform

Next Steps

Lumenis has seen the next generation of Modus—and is anxious to move to the new platform to help content come to life, and be even more organized. They’d like to better drive compliance and simplicity by ensuring seven touches occur. Lastly, Lumenis wants its reps to use the platform to drive more revenue. Robb reiterated,

“Modus helps deliver revenue and new opportunities and it’s one of our top three sales tools.”

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

Success Highlights

  • • 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.

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