Salesforce for medtech and scientific equipment makers.
Ignyto implements Salesforce Sales Cloud, Service Cloud, Field Service, Experience Cloud and Account Engagement for medical device, laboratory and scientific instrument manufacturers across the UK, Ireland and Europe — businesses selling technical products through distributors, and servicing an installed base for decades afterwards. You end up knowing exactly what is installed, where, under what contract, and when it next needs attention.
You sell the instrument once and service it for fifteen years.
Equipment businesses have two commercial models running at once: a long technical sale, often through distributors, and a service and calibration relationship with the installed base that outlives the original order. Most CRMs describe the first and ignore the second.
The result is familiar. Nobody can see what a customer already owns, service revenue is reactive, distributor pipeline is invisible until it closes, and the marketing that should nurture a two-year evaluation cycle is a newsletter nobody measures.
Ignyto has delivered for Ellab, whose global distributor network needed controlled access to submit and manage their own pipeline; Asynt, where Account Engagement transformed customer communication; and Specac, on a programme to restart and rebuild their platform.
Built for instruments, distributors and the installed base.
Installed base and asset records
Every instrument recorded against the customer with its configuration, warranty and service history, so the next conversation starts from what they own rather than what they might buy.
Distributor portals
Experience Cloud partner communities so distributors manage leads, accounts and opportunities themselves, with visibility governed by the platform. Built for Ellab, including reporting on distributor progress and activity.
Service, calibration and field work
Service Cloud and Field Service for maintenance and calibration visits, generated automatically from contract frequency, with engineers updating records and producing documents on site.
Technical marketing that reports
Account Engagement for long evaluation cycles — lead scoring, nurture and campaign attribution. Asynt’s newsletter and customer communication were rebuilt on this.
Quoting for configured products
Revenue Cloud where instruments are configured with options and accessories, so quotes are accurate and discounting is approved rather than assumed.
Platform rescue and rebuild
Where a previous implementation stalled, a fixed-scope review of the Salesforce you have and an honest assessment before any build. Specac’s restart programme is the pattern.
Instrument and equipment clients.
“Ignyto were outstanding in building our distributor portal from scratch, while learning the nuances of our business model. We did have to change the scope on some parts of the project, and Ignyto were very clear on what we could and could not reasonably do.”
“Working with Ignyto on the implementation of Salesforce Marketing Cloud has been an outstanding experience. Their support was absolutely pivotal to the success of our project.”
“Ignyto are working on our restart programme and have provided a professional service throughout. I have been kept updated and at no time do I need to worry if anything is being done, as they are always responsive and provide regular progress checks, always before my reminder alerts.”
Asked in every equipment conversation.
How does Salesforce handle our installed base?
Instruments are recorded as assets against the customer account with configuration, warranty and service history. That is what makes proactive service and upgrade conversations possible, and it is usually the fastest return in an equipment business.
Can our distributors work in our Salesforce without full licences?
Yes. An Experience Cloud partner community gives distributors defined access to create and manage records, with reporting so you can see their pipeline and activity. Ignyto built this for Ellab across a global network.
Do we need Field Service as well as Service Cloud?
If engineers attend site, yes. Service Cloud handles the case and the customer contact; Field Service handles scheduling, capacity, parts and the mobile app engineers use on site. Ignyto has delivered Field Service for Bridge Heating, TSE Power and Origin Fitness.
Our previous Salesforce implementation stalled. Can it be recovered?
Usually. Ignyto runs a fixed-scope review of your Salesforce, reports honestly on its state, and gives you the plan whether or not you continue with us. A good share of our work starts this way.
Can Salesforce handle configured product quoting?
Yes, through Revenue Cloud. Options, accessories, bundles and discount approval are configured so quotes are accurate and commercial terms are governed.
Book a 30-minute call with a Salesforce consultant.
No pitch deck. We will tell you what the work involves, roughly what it costs, and whether the return is there.