Boston Scientific
How can we streamline the contract creation, approval, and signatory process?
Project
Discount Pricing Application
Opportunity
The Neuromodulation division at Boston Scientific came to us with a request to streamline the process of creating discount pricing contracts. Their as-is process involved mailing Excel sheets internally for review and approval, which inevitably led to version control problems, duplicate requests, and low visibility into approval delays.
Approach
We began this project by doing detailed process modeling of the current system, which we then analyzed to discover new opportunities for efficiency. We then developed a low-resolution prototype of a custom web-app and tested it with the sales team to make sure the interface was intuitive and easy to use. While our front end team developed the application in HTML5, our back-end engineers developed an interface to pull product pricing and account data out of SAP for consumption by the app. In parallel, they also built custom connectors to Docusign and Box, allowing us to automatically generate signatory requests from within the app and, when all signatures were in place, archive the finalized document within Box. When launched, the application was an immediate hit with both front line salespeople and the internal Sales Operations team. For individual reps, it meant no more stalled contracts and no more chasing down signatures via fax and snail-mail. For Sales Ops, it meant 100% visibility into the contract approval process and assurance that all final contracts were signed and archived correctly. This application was recognized internally within Boston Sci as an exemplar of digital innovation in 2016