Supporting Explosive Growth

Case Study

Summary

  • Client: A Healthcare Technology Company (BioTech & Sanitation Testing Manufacturer)
  • Industry: Healthcare Technology / BioTech
  • Challenge: Facing sudden, unprecedented global demand following rapid product-market fit, the client struggled with fragmented sales processes, complex global distribution, disconnected ERP systems, and support team strain.
  • Ateko’s Solution: Ateko redesigned and scaled the client’s Salesforce ecosystem by implementing bi-directional ERP integration, complex global account hierarchy and fulfillment mapping, product scheduling, and a self-service Community portal.
  • Results & Impact:
    • 2x Workforce Expansion: Doubled workforce in just 16 months.
    • Global Footprint: Expanded business presence to 80+ nations worldwide.
    • Doubled Customer Engagement: Doubled customer engagement within a 12-month period.

Healthcare Technology Company Expands Business Globally with Ateko’s Help

The Challenge

As a manufacturer of medical and sanitation testing equipment, specialising in wastewater testing instruments and testing kits, the client experienced an extraordinary surge in product demand. Virtually overnight, the company transitioned from a localized operation to experiencing more growth in two years than in the previous two decades combined.


However, this rapid explosion in product-market fit presented major operational bottlenecks as the business scrambled to mature into an enterprise-grade organisation:

  • Sales and Onboarding Friction: Legacy sales workflows could not keep pace with sudden international demand across Fortune 500 clients and regional municipalities in over 80 countries.
  • Complex Global Distribution: Managing cross-border shipments introduced intricate accounting rules, requiring sophisticated account hierarchy mapping for international fulfillment.
  • ERP Data Silos: Integrating their newly acquired ERP with Salesforce required complex data modeling to ensure real-time visibility across departments.
  • Support Team Overwhelm: A rapidly expanding global customer base strained support representatives, threatening customer satisfaction and operational stability.

Strategic Goals

Goal #1

Accelerated Onboarding & Sales Streamlining

Help the client meet sudden international demand by optimizing sales pipelines, implementing product schedules, and expediting client onboarding across Fortune 500 companies and municipal entities in over 80 countries.

Goal #2

Enterprise System Integration & Scalable Support Architecture

Build a robust bi-directional integration between Salesforce and ERP, establish global account hierarchy mapping for fulfillment, and deploy a self-service Community platform to engage customers without overloading support reps.

The Solution

End-to-End Ecosystem Modernization

After conducting a thorough assessment of business and technical requirements, Ateko engineered a comprehensive Salesforce architecture tailored for global scale:

Marketing & Sales Flow Optimization & Product Schedules

Ateko restructured the client’s core sales and marketing workflows to remove administrative friction. By standardizing customer onboarding processes and implementing Salesforce Product Schedules, sales teams gained the tools to rapidly structure multi-product deals and handle complex order cadence for international buyers.

Bi-Directional ERP Integration

To eliminate data silos between sales and finance, Ateko designed and executed a robust bi-directional data integration connecting Salesforce with the client’s ERP system. Through custom data modeling, critical information, including inventory levels, billing records, and production metrics, flows seamlessly both ways, ensuring organizational data accuracy, timeliness, and financial transparency.

Complex Fulfillment & Global Account Hierarchy Mapping

Addressing the intricacies of international logistics, Ateko engineered a custom order-to-fulfillment structure within Salesforce. This included advanced global account hierarchy mapping to accurately represent multi-entity parent/subsidiary relationships, custom shipping configurations, and location-based fulfillment rules across 80+ countries.

Self-Service Customer Community Portal

To support rapid client growth without exponentially scaling support headcount, Ateko deployed a self-service Salesforce Community environment. The portal empowers clients to track orders, access documentation, and manage routine inquiries independently, doubling customer engagement while keeping support representative workloads manageable.

Key Success Metrics & Impact

By partnering with Ateko to rebuild their core operational ecosystem, the client successfully transformed sudden growth into sustained global expansion:

  • Double Workforce Expansion: The client successfully scaled operations and doubled its total workforce within just 16 months.
  • Global Market Expansion: Business operations successfully expanded to serve customers in over 80 nations around the world.
  • 2x Customer Engagement: Customer engagement levels doubled within a 12-month period following the launch of the Community portal.
  • Unified Enterprise Operations: Established seamless bi-directional synchronization between Salesforce and ERP, securing end-to-end data integrity from quote to fulfillment.

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