Data-Driven Sales Excellence: Building a scalable platform for data-based decisions
With more than 800 employees, Geistlich develops, produces, and markets biomaterials for the natural regeneration of bone, cartilage, and tissue—particularly in dentistry, sports medicine, cartilage, and wound healing. The company is a market leader in regenerative dentistry. Geistlich’s core competence lies in promoting the body’s own regenerative processes through scientifically proven products.
Overview
The solution provides management, account management, and sales teams with a reliable, fact-based foundation for strategic decisions. Thanks to close integration with the CRM system, employees also gain valuable insights directly in their daily work, enabling more effective and targeted customer engagement.
Initial Situation
For years, Geistlich Pharma has pursued a data-driven corporate strategy. To create a consolidated, centralized view of all relevant business data, the company decided to implement a modern data warehouse concept—a central system that collects, consolidates, and prepares data from various sources for analytical purposes. Different systems such as SAP, local ERP solutions, and the new CRM system are seamlessly integrated. The goal is to provide both management and international sales teams with a reliable data basis for strategic and operational decisions.
Solution
As part of the project, isolutions implemented Microsoft Fabric as a scalable Data Warehouse platform for Geistlich Pharma. Data from SAP, local ERP systems, and the CRM system are consolidated, cleansed, and prepared for analysis within Fabric. The platform offers the scalability required to flexibly grow with increasing data volumes, additional markets, and new business requirements.
Based on this consolidated data, Power BI dashboards were developed to provide valuable insights to top management as well as sales and business development teams. For sales in particular, a dedicated sales dashboard aggregates key metrics from various systems. Field representatives are now optimally prepared before customer visits—they can instantly identify product focus areas, opportunities, and tailor discussions accordingly. This strengthens customer relationships and increases sales efficiency.
The core team received training on administrative tasks in Fabric, while more than 70 users were trained in Power BI to independently work with data and address new questions. The rollout is being carried out step by step across 15 subsidiaries. After just six months, the first functional solution was successfully deployed in one market. Through iterative development, the solution is continuously expanded and improved in close collaboration with users.
Benefits
Informed decisions:
Consolidated view of customer and sales data for management and sales across all 15 subsidiaries.
Better customer insights:
Field staff gain a data-rich view of their customers via the sales dashboard and can identify which products are currently in focus.
Tailored offers:
Aggregated data enables the creation of customer-specific offers, increasing conversion rates.
Higher productivity:
Sales and business development teams save time searching for and preparing data since all relevant information is consolidated in Power BI.
Fast implementation:
First functional solution live in one market after just six months.
Scalability:
Fabric as a future-proof platform for additional markets, data sources, and business cases.
Seamless integration:
Tight linkage between Fabric, Power BI, and the CRM system ensures end-to-end processes.
Sascha Häfliger
Head of Group Business Applications | Geistlich
«With isolutions, we were able to realize our goal of a central Data Lake in a very short time. We were particularly impressed by the ease of integrating additional systems, including our CRM, and the rapid iterative development based on Microsoft Fabric. Collaboration with the project team was always straightforward, pragmatic, and very pleasant—both professionally and personally.»
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