How We Typically Help

• Build Salesforce around real medical device workflows 

  • Structuring Salesforce so quoting, onboarding, service, support, and internal quality-related workflows happen inside the platform — not across spreadsheets, email, and disconnected tools. 

• Connect systems, data, and decision points 

  • Making sure sales, operations, service, and leadership are working from consistent information across the full customer and product lifecycle.  

• Turn Salesforce into a system of execution 

  • Embedding approvals, documentation, and structured workflows directly into Salesforce so work progresses consistently without manual coordination. 

Common Situations We Step Into

Medical device organizations typically come to us in one of three situations: 

1. New Salesforce implementations 

For organizations implementing Salesforce for the first time, the priority is getting the foundation right. 

We work with you to: 

• Define how sales, onboarding, support, and quality-related workflows should operate inside Salesforce 

• Design data models for accounts, products, distributors, service activity, and internal processes 

• Structure workflows for quoting, approvals, fulfillment coordination, and support 

• Integrate Salesforce with ERP, service, or quality-related systems where needed 

• Deliver reporting that reflects commercial activity, operational workflows, and service performance 

This is usually a strong fit for teams that want to get it right from the beginning, instead of rebuilding later. 

2. Recovering and stabilizing existing Salesforce environments 

For organizations where Salesforce exists but operational and service work is still happening outside the system, the focus is getting things back under control. 

We work with you to: 

• Understand how commercial, support, and internal workflows are actually being handled today 

• Identify where things break down or are worked around 

• Reconnect processes so work runs end to end inside Salesforce 

• Clean up data models so reporting reflects real activity 

• Start making steady, visible improvements 

This tends to work best for organizations that are ready to simplify and fix what’s there — not just keep adding more on top. 

3. Expanding Salesforce as a platform 

For organizations where Salesforce is already in place, the focus shifts to extending it into more of the business. 

We work with you to: 

• Extend Salesforce into service, support, and quality-related workflows 

• Introduce structured automation across approvals, documentation, and follow-up processes 

• Improve reporting across commercial activity, service, and operational performance 

• Replace inconsistent processes with something repeatable across teams 

This is typically where Salesforce starts becoming part of how the business runs, not just something sales owns. 

AI and Automation in Medical Device Workflows

A growing part of our work is applying Salesforce AI and automation to real operational processes. 

This includes: 

• Moving opportunities, approvals, and support activity through structured workflows 

• Automating follow-up, routing, and internal coordination 

• Supporting product, service, and issue-related workflows 

• Reducing manual work across sales, operations, and support teams 

• Keeping processes moving without relying on individuals to carry work forward 

The focus is always practical — applying automation where it improves visibility, consistency, and control. 

Our Delivery Model

We typically work with organizations in one of two ways, depending on internal structure. 

In many medical device organizations, Salesforce is split between commercial teams and operational teams without clear ownership. We work differently — the same people who design the solution are the ones working with you throughout. 

Acting as Your Salesforce Team

For organizations without dedicated Salesforce leadership: 

• • Take ownership of Salesforce across commercial, service, and operational workflows 

  • Align it to how products are sold, supported, and managed 

  • Define and manage what gets built and when 

  • Coordinate across systems and teams 

  • Deliver implementation, enhancements, and ongoing improvement

This creates a single place where responsibility sits. 

Acting as a Strategic Salesforce Partner

For organizations with an existing team: 

• Work alongside your team on the parts that are slowing you down 

• Lead specific initiatives or problem areas 

• Fix areas that have degraded over time 

• Deliver work without adding more layers 

This tends to work best when teams want support where it matters, without changing how they’re structured. 

Handling Growth, Compliance, and Change

Medical device businesses evolve as product lines expand, service requirements grow, and regulatory expectations become more demanding. 

We support: 

• New products, channels, and service offerings 

• Changes in internal controls, documentation, and reporting needs 

• Standardizing how work is done across teams and locations 

• Integrating new systems and operational tools 

• Improving visibility across commercial, service, and quality-related activity 

Where patient, provider, or sensitive operational data is involved, we also support organizations that need stronger structure around how information is handled and reported. 

We also support growth and change scenarios, including: 

• Aligning processes across business units or regions 

• Bringing systems together into a more consistent operating model 

• Standardizing how service, support, and product-related workflows are managed 

This usually works best for organizations that want to simplify through growth, not carry forward every variation. 

How We Work

Whether implementing, fixing, or expanding Salesforce, the approach is the same: 

• Make it reflect how your business actually needs to operate 

• Keep it aligned as things change 

We’ll also tell you directly when something isn’t working — including when the right answer is to simplify or remove what’s already been built. 

Our Accelerators

Fostering has delivered many successful Salesforce Implementations and Enhancements for banking clients.  This means we've solved many of the challenges that you might face - an overview of some of the technical solutions we've deployed is available here.