Outset Medical Transforms Sales and Fulfillment with Salesforce CRM and ERP Integration
San Jose-based Outset Medical, a pioneer in medical technology, has reimagined dialysis with its innovative “Tablo” system. Designed to simplify dialysis for both patients and healthcare providers, Tablo improves patient experience, reduces setup time, and streamlines operations in clinics and at home. As Outset Medical experienced rapid growth, the need for a seamless, efficient sales and fulfillment process became critical.
The Challenge
With expansion came complexity. Executive management sought better visibility into the sales pipeline to shorten cycles and manage growth metrics such as revenue run rate and order management. Jamie Lewis, SVP of Sales and Customer Experience at Outset Medical, explained:
“After a Tablo system was sold and installed, we wanted to track key metrics, like product utilization rates. Our sales, contracts, finance, and supply chain teams needed a system that could align cross-functional processes seamlessly.”
The Solution
West Coast Consulting redefined Outset Medical’s sales process and integrated Salesforce Sales Cloud with the company’s ERP system, QAD. The goal was clear: create a unified platform to enable sales, contracts management, supply chain, and finance teams to collaborate efficiently.
The consulting team worked closely with Outset Medical stakeholders to design a process that included:
- Creation of MSSA and location accounts
- Linking opportunity records to shipments to track Tablo consoles across hospital systems
- Streamlined workflows for contracts, finance, and order management
A staged go-live plan minimized disruption to ongoing business, allowing existing users to transition smoothly.
The Results
The implementation was a resounding success:
- Deal closing times dropped by 80% as teams worked simultaneously on opportunities instead of relying on slow email escalations.
- Sales and contracts teams are fully aligned, enabling faster contract preparation and approval.
- Finance gained real-time visibility into payment terms, credit approvals, and opportunity records.
- Supply chain efficiency improved, with access to shipment information directly linked to opportunities.
- Comprehensive reporting and dashboards provide leadership with full visibility into the business.
Jamie Lewis praised the impact:
“West Coast Consulting did an excellent job of digitally transforming our complex sales and fulfillment processes in an amazingly short time. With the reports and dashboards they created, we now have excellent visibility into our business.”
Outset Medical’s partnership with West Coast Consulting demonstrates how the right technology strategy, combined with expert guidance, can transform complex processes, accelerate growth, and empower teams across an organization. By integrating Salesforce Sales Cloud with ERP, Outset Medical now operates with greater efficiency, visibility, and confidence, ensuring its innovative Tablo system reaches patients faster and more reliably than ever.
Contact us today to schedule a personalized consultation. You can email us at info@westcoastconsulting.com or call us at 415-626-3493.
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