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Increase Revenue And Enterprise Performance With Birst

Technology Category
  • Analytics & Modeling - Real Time Analytics
  • Platform as a Service (PaaS) - Data Management Platforms
Applicable Industries
  • Healthcare & Hospitals
Applicable Functions
  • Business Operation
  • Sales & Marketing
Use Cases
  • Predictive Maintenance
  • Supply Chain Visibility
Services
  • Cloud Planning, Design & Implementation Services
  • Data Science Services
The Challenge
Vital, a Toshiba Medical Systems Company, is a leading provider of medical imaging and visualization software for clinicians. The complexity of its product line, from front-line healthcare solutions to back-end monitoring tools and machine-to-machine connectivity, made the sales pipeline and forecast complex. Vital tracks sales opportunities in Salesforce and manages orders using NetSuite. These applications don’t speak to each other, so the organization lacked the ability to compare forecasted, actual, and targeted performance. They needed a BI solution that could easily combine and analyze data maintained in different applications, creating a single, comprehensive source of the truth. They also wanted to avoid anything that would require a massive investment of time and resources, and needed a solution that would easily scale to meet their future needs.
About The Customer
Vital, a Toshiba Medical Systems Company, is a leading provider of medical imaging and visualization software for clinicians. The company offers a wide range of products, from front-line healthcare solutions such as anatomy visualization and radiology images, to back-end monitoring tools and machine-to-machine connectivity. Given the complexity of its product line, the sales pipeline and forecast are complex. The company tracks sales opportunities in Salesforce and manages orders using NetSuite. However, these applications don’t speak to each other, creating a gap in the company's ability to compare forecasted, actual, and targeted performance.
The Solution
After evaluating options from providers such as IBM, Microsoft, QlikView, and SAP, Vital selected Birst, the only solution to deliver a complete cloud BI stack with data refinement, analytic data store, and advanced data visualization in one platform. Because Birst does not require additional IT resources, Vital’s IT team can scale and support growth without financial risk. In fact, Vital was able to deploy Birst as its enterprise data warehouse and BI stack in eight weeks without a BI developer. Through tight integration with Salesforce and NetSuite, including pre-built solution accelerators and single sign-on (SSO), Birst combines and analyzes data to provide an end-to-end view of opportunity-to-cash. By employing conformed dimensions, Birst can accomplish the difficult task of matching customer records across multiple data sources, including a SQL Server custom database and spreadsheets.
Operational Impact
  • Vital can now compare sales forecasts with actual performance and budgeted goals, as well as view weekly “snapshots” of its sales pipeline to measure velocity.
  • This information, combined with insight into the customer lifecycle, enables Vital to predict the duration from opportunity to cash.
  • With the full view of the customer lifecycle that Birst provides – profiles, purchases, usage – sales representatives are able to recommend products and services for more up-sell and cross-sell to drive increased revenue.
Quantitative Benefit
  • 50%+ reduction in BI-related employee costs
  • Increased revenue due to better targeting and recommendations

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