Salesforce Introduces New Health Cloud Innovations, Bringing Pharmaceutical and Medical Device Teams Closer to Their Customers


Guest Post by Dr. Ashwini Zenooz, Senior Vice President and General Manager for Healthcare and Life Sciences, Salesforce

Today, we’re excited to announce new Health Cloud innovations designed specifically for our life sciences customers. With this update, we’re continuing to execute on our vision of unifying healthcare with expanded capabilities for life science customers across two new areas: patient program management and medical device commercial operations.
Historically, patients have not turned to life sciences companies for information about their condition or for support while on their therapies and treatments. But now, the customer landscape is changing —according to Salesforce’s Connected Healthcare Consumer report (also released today), 62% of healthcare consumers say it’s very important for pharmaceutical companies to educate them on how to get the most from their medication. With the shift to value based care, personalized medicine, and the consumerization of healthcare, pharmaceutical and medical device companies are increasingly engaging patients in new ways to help them achieve the best possible outcomes.


Patient Program Management Helps Deliver Personalized, Trusted Patient Experiences

Today’s new Health Cloud release transforms how organizations deliver innovative patient programs across the entire patient journey. Now, these companies can gain actionable information in one place for improved internal and external collaboration, and smarter, data-driven decisions. These new features include:
  • Guided Program Enrollment allows life sciences companies to easily create therapeutic support programs at scale to acquire, support and engage patients, improving both the patient experience and shorten the time to therapy. This is done through easier enrollment of patients to a program by providing a step-by-step guide for patient services support teams. For example, a pharmaceutical company that wants to help patients receive the right therapy can help them easily enroll in a patient services support program. Now, support teams can easily coordinate patient onboarding, insurance verification, copay programs and more to ensure patients are getting the support they need and are adhering to treatment plans.
  • Patient Services Consent Management, which provides pharmaceutical and medical device companies with the ability to easily view consent forms and easily capture patient consent with an eSignature. Now consent can take place with the enrollee in-person or remotely, as patients can now log in using a tablet or mobile device and view and provide consent on forms associated with the program.

Medical Device Innovation to Help Commercial Teams Grow and Support Customer Relationships

Today’s release also allows medical device customers to manage their sales growth by delivering features often required by medtech companies in the complex sales process.
These features deliver predictability and transparency across their commercial organizations, and improve their ability to win customer relationships with the following new capabilities:
  • Sales Agreements help medical device companies manage device sales, volume, price and revenue commitments. Sales and operations teams can collaborate to track whether customers are meeting their commitments by comparing planned sales quantities to actual booked orders as well as planned revenue amounts to actual booked revenue. The enhanced visibility to this information helps medical device companies arrest revenue leakage and proactively engage customers to increase compliance to agreement terms.
  • Account-Based Forecasting helps medical device companies forecast device sales. Now, medical device customers can create a baseline forecast using market and account growth factors relative to last year’s actuals. Sales teams can edit forecasts to reflect increase or decrease in their market share, relative to their competitors, of the total device sales at a provider organization. Sales managers can easily assess the impact of these changes on key metrics such as total revenue, growth and quota attainment.

More Information

We’re excited to provide these new innovations to life sciences customers as part of our Health Cloud offering. All of the features announced today are generally available. To find out more, click here.
You can also click here for more information about our newly released Connected Healthcare Consumer report, containing insights from nearly 6,000 individuals worldwide about their expectations of the healthcare and life sciences industries.



Ashwini M. Zenooz, MD is the SVP and GM for Healthcare and Life Sciences at Salesforce. Dr. Zenooz was most recently the Chief Medical Officer at the Department of Veterans Affairs (VA) overseeing the national EHR modernization program. She has also held senior policy development and operational roles including serving as Deputy for VA Health Policy and Services, Legislative Health Policy Fellow with U.S. Senator Richard Blumenthal, Committee Staff on U.S. Senate Committee on Veterans Affairs, and Chief of Imaging Services. Dr. Zenooz received her MD in the Medical Honors Program at the University of Florida. She completed radiology residency at Henry Ford Health System and an Abdominal Imaging fellowship at Massachusetts General Hospital. Dr. Zenooz is board certified in radiology and continues to practice medicine today.