MedTech commercial design with sales agreements versus account forecasting
Key Takeaway
Sales agreements track what a customer committed to against booked orders, while Advanced Account Forecasting predicts future sales.
Medical device (MedTech) manufacturers using Agentforce Health have two main tools for planning their commercial business with customers: sales agreements and Advanced Account Forecasting. A third tool, Account Manager Targets, adds goals for the sales team. A good design starts from the requirement, because each tool does a different job.
Commercial Excellence features
Commercial Excellence features give medical device manufacturers three related tools.
- Sales agreements manage volume and price agreements with customers at the product level.
- Forecasts cover specific accounts and products.
- Account Manager Targets set team goals.
Sales agreements and account-based forecasting are both recommended core features, but they do different jobs. Sales agreements manage run-rate business, while account-based and advanced forecasting is for planning ahead.
Commercial Excellence features are available in Lightning Experience, in Enterprise and Unlimited Editions with Agentforce Health or Life Sciences Cloud.