Commercial League provides its customers with a high-tech 24/7 self-service portal
The decision is the result of good collaborative work between the teams of Global (National) Pharma Center and Next Consult and the successful two-way integration between Salesforce and SAP ERP.
Commercial League – Global (National) Pharma Center is not only a leading distributor of medicines in Bulgaria, with more than 30 years of activity, but also an integrated conglomerate of modern, rapidly-growing companies operating in various fields, among which the pharmaceutical manufacturer Tchaikapharma High Quality Medicines, DallBogg Insurance Company: Life and Health, and the Bulgarian Cardiac Institute - with two high-tech multi-profile hospitals "Heart and Brain Center of Clinical Excellence" in Pleven and Burgas, 5 cardiology hospitals and 15 medical centers in the country. Tchaikapharma is also the first company to reach a capitalization of BGN 1.3 billion on the Bulgarian stock market.
Another leading company, part of the holding, is the specialized Architectural and Construction Bureau Helvetia which has high expertise in the construction of cleanrooms that are integral in the production of medicine and hospital set-ups.
The company conducts a study and looking for a solution that is mobile enough that customers can place their order no matter what time of day. Driven by a desire for more flexibility, striving for innovation and with an affinity for new technologies, the management of the company group chose a software solution. In addition to meeting a number of technical requirements, this solution must be provided by a reliable, proven supplier who can guarantee long-term maintenance and security of the system. Thus, the choice of Salesforce and Next Consult is completely logical - a well-known partner and reseller of the American software conglomerate.
"We have always preferred and chosen to work with the most successful, flexible and reliable companies that can cover our long-term needs and that we can count on. That's how we chose Salesforce.”
Nikolay Zaynelov
Before starting the implementation of Salesforce, the company relies on its sales team to personally and all-day take orders from relevant business customers (in this case - pharmacies) and then manually enter the orders in the existing SAP ERP.
However, the introduction of the new solution significantly changes and fully automates the process. Each pharmacy can now submit its request at any time through a customer portal, from which the corresponding entries in the ERP are automatically created through integration between SAP and Salesforce. This improvement of the process and customer service leads to a significant increase in turnover and less workload on employees. In turn, this frees up valuable time for the sales team to focus on its major activities, namely - finding new customers and managing more complex large deals. Increasing the efficiency of the sales force the company defines as a prerequisite for growth and new opportunities for business development. The secret to the success of such a project, Mr. Zainelov defines as follows:
“The most important thing is to know the ultimate goal and to define the scope of the project and all the requirements very well so that you can get exactly what you want and need."
During the implementation, the biggest concern for the Commercial League team was the connection between SAP and Salesforce. Several people are actively working on building an integration together with the consultants from Next Consult to meet the needs of the business and at the same time to enhance both the work of employees and the experience of customers with the new solution. Today, the portal and all related functionalities work completed successfully, the connection between the two systems is two-way and problem-free, and the customers and the sales team are much more satisfied than before.
“I am very glad that all colleagues from Next Consult, with whom we have worked so far, are extremely competent and experienced in what they do. This helped a lot for the smooth implementation and transition to the new solution. I am glad that it turned out well and that it works successfully now! ”, added Zainelov.
