Published 25 Sept 2025 · Last reviewed 30 Apr 2026
Inventia
Industry
Healthcare
Client
Inventia Healthcare
Integration
Outlook
Products Used
Sales Cloud
Inventia Healthcare is a pharmaceutical and medical-devices company managing complex multi-source lead operations across conferences, websites, references, and direct outreach. Techila replaced an Excel-based sales motion with Salesforce Sales Cloud, eliminating duplicate leads, automating follow-ups, and giving sales leadership a real-time view of the pipeline.
Inventia Healthcare is a pharmaceutical and medical-devices company with a multi-source lead operation spanning conferences, websites, references, and direct outreach. Techila Global Services — a Salesforce Summit Partner — implemented Salesforce Sales Cloud integrated with Outlook to replace an Excel-based sales process with structured lead capture, automated follow-up reminders, opportunity and quote management, and real-time reporting. The programme delivered +25% lead-to-opportunity conversion, −40% lead leakage, and +65% follow-up adherence across the sales team.
[ At a glance ]
- Client
- Inventia Healthcare — pharmaceutical & medical devices
- Industry
- Healthcare · Pharmaceuticals
- Products used
- Salesforce Sales Cloud
- Integration
- Outlook (calendar + email logging)
- Key outcome
- +25% conversion, −40% lead leakage, +65% follow-up adherence, +30% rep productivity
- Provider
- Techila Global Services · Salesforce Summit Partner
01
The Brief
11 challenges
Inventia's sales team ran the entire lead-to-quote motion on Excel — manual lead assignment caused leakage, potential and non-potential prospects sat in the same spreadsheet, inventory tracking was time-consuming, and there was no way for management to see rep performance, opportunity status, or pipeline health in real time.
The team relied on Excel spreadsheets to complete sales.
Manual assignment of leads thus leads were getting missed.
Difficult to track the Leads.
Multiple junk leads with duplicates getting captured.
Potential and non-potential leads stored in the same sheet, making prioritisation impossible.
Excel was used to keep track of inventory.
Time-consuming to identify the available inventory.
No automated system to maintain the status of the various opportunities and the opportunity line item units.
Quotes were created manually and shared with customers.
There is no way to track sales representative performance.
No real-time reports or dashboards.
02
The Approach
Solution
Techila implemented Sales Cloud as a single lead-management and pipeline platform with Outlook integration for calendar and email logging. Lead capture from conferences, references, websites, and other sources flows into one deduplicated queue with assigned ownership; opportunities and quotes track against pricebooks; activity management surfaces communication at every level of the sales hierarchy.
Lead Management modules enable users to capture leads from Conferences and Events, References, Websites, and other sources, and manage them in a single system — preventing lead duplication and allowing users to work on assigned leads.
Sales representatives are provided with email reminders to follow up with prospects.
Opportunities will be managed and tracked with different statuses, and products with different price books are managed by the system.
Quotes will be created based on the product and price book selected in the system and will be shared with the customer for further tracking and negotiation.
Reporting and dashboards enable sales representative supervisors to get real-time information and visibility into Lead Capture and Sales.
Activity Management has been configured to gather various communication information at the Lead/Account/Opportunity level.
03
Stack & Tools
04
Impact
Lead-to-opportunity conversion climbed 20–30% on structured lead management, lead leakage fell 35–45% via centralised tracking and ownership, sales-rep productivity rose 25–35% on the back of automated reminders, and follow-up adherence improved 60–70% — giving sales leadership a defensible, real-time customer-360 view across the pipeline for the first time.
Increased lead-to-opportunity conversion rate by 20–30% through structured lead management and follow-ups
Reduced lead leakage by 35–45% with centralized tracking and ownership
Provides a 360°-degree view of the customer journey for better management.
Increased sales rep productivity by 25–35% with automated reminders and streamlined workflows
Reduced manual effort in lead and opportunity management by 30–40%
Increased follow-up adherence by 60–70%, improving customer engagement consistency
“Our sales team got out of spreadsheets and into a single system that captures every lead, prevents duplicates, and reminds reps to follow up. Conversion is up, leakage is down, and management can finally see the pipeline in real time.”
— Head of Sales · Inventia Healthcare
[ Related services ]
How Techila delivers this for your team.
Salesforce Sales Cloud
Senior-led Sales Cloud delivery — pipeline management, Einstein-grounded forecasting, lead capture, and quote management for B2B sales motions.
Explore→Salesforce Health Cloud
Extend Sales Cloud with Health Cloud for HCP relationship management, account 360, and field-medical engagement patterns suited to pharma and medical-device sales.
Explore→Salesforce Marketing Cloud
Add Marketing Cloud to drive lead capture from events and digital channels into Sales Cloud automatically — closing the loop on attribution.
Explore→Managed Support
Operate Inventia's Salesforce platform under senior-led managed services — release governance, observability, and quarterly value review.
Explore→[ FAQ ]
Frequently asked questions.
What buyers ask after reading this Techila case study.
What was the timeline for the Inventia Sales Cloud rollout?
The Sales Cloud build with lead-management modules, opportunity and quote tracking, Outlook integration, and reporting dashboards shipped under Techila's senior-led delivery model. Typical end-to-end duration is 10–14 weeks for a programme of this scope.
Which Salesforce products were used in this engagement?
Salesforce Sales Cloud as the system of engagement, integrated with Outlook for calendar and email logging. The platform is extensible to Health Cloud or Marketing Cloud as the operating motion grows.
How were the conversion and leakage outcomes measured?
Lead-to-opportunity conversion rate, lead leakage, sales-rep productivity, and follow-up adherence were baselined against the legacy Excel-based operating model before the rollout, then re-measured after Sales Cloud and Outlook integration went live across the sales team.
Is the same approach a fit for other pharmaceutical and medical-devices companies?
Yes. The pattern — Sales Cloud + Outlook integration + structured lead management across conferences, references, and digital channels — generalises across pharma, medical-devices, diagnostics, and life-sciences sales organisations running multi-source lead operations.
What did Techila deliver beyond the software?
Senior-led discovery, lead-source taxonomy, sales process and pipeline-stage design, Outlook integration, reporting and dashboards configuration, sales-team enablement, and an operational runbook for the Sales Operations team — under a Salesforce Summit Partner delivery model.
Where can I see Techila's other Healthcare Sales Cloud deployments?
Techila has shipped multiple healthcare Sales Cloud and Health Cloud programmes including Kolors Healthcare and Edmund Michaels (Health Cloud). Reference deployments and architecture diagrams are available under NDA via the Techila Contact form.
