Join Mindray Medical International Co., a leading global developer, manufacturer, and supplier of medical devices to hear how they use SAP Hybris Cloud for Customer to deliver on their mission of making high-quality medical products more accessible and affordable around the world. With an integration with SAP ERP, Mindray had implemented SAP Hybris Cloud for Customer to get real-time insight of customer demand, generating business leads and opportunities, driving data-driven decision-making. https://www.hybris.com

1. Mindray Go Beyond CRM with SAP
Henry Wu

2. More About ……
--Who We Are
--Where We Are
--What We Do

3. We are
2016 BCG Global Challengers.
---- The Boston Consulting Group
We want to introduce companies from emerging markets that were competing on the
global stage but still flying under the radar… We also predicted that they would ‘radically
transform industries and markets around the world’ .
“
”

4. We are
The medical device company.
Source: S&P Capital IQ. Top 100 public medical device companies by sales, 2015

5. We are
a global innovation force.
---- The Economist Issue Apr.8-14, 2017
The firm’s experience of managing both American and Chinese researchers is revealing.
Its researchers in Silicon Valley are not just tutoring their counterparts in Shenzhen, it
turns out, but also learning from them.
“
”

6. We are
established network worldwide.
---- CCTV Finance Channel
The extensive product portfolio and the well established sales & service network are the
key accelerators for Mindray to stand out in the global competition.
“
”

7. 7,300+ professionals from
40+ countries
International branches in 32
countries,
with 31branches in China
Serving 190+countries and
regions
We are mindray.

8. 39%
Patient monitoring & life support
32%
In-Vitro diagnostics
26%
Medical imaging systems
Other products: surgical equipments
(endoscope, orthopedic)

9. Mindray systems are
in use at
more than 2/3
of U.S. hospitals.
9 of Top 10
of US Cardiac Hospitals.

10. © 2017 MindrayConfidential10
CONTENTS
1 Challenges
2
3
Solutions
Accomplishments
4 Q & A

11. Challenges we’re facing

12. © 2017 MindrayConfidential12
Challenges
1) On-premise CRM system is more focused on process and top-down
management, such as pipeline and quote, while lacking agility, global reach
and productivity lift.
(e.g. mobility, anytime-anywhere data capture, team work support… etc;)
2) On-premise CRM lacks sales channel management functionalities, which is
critical for Mindray to build a effective business partner network worldwide.

13. Solutions we’ve adopted

14. © 2017 MindrayConfidential14
Solution
We chose SAP Hybris Cloud for Customer to build a brand-
new Mindray Sales Platform.
With cloud and mobile technologies, we want to achieve a
Win-Win outcome for both sales and Mindray’s management,
supporting Mindray’s rapid business growth in the long run!

15. © 2017 MindrayConfidential15
Mindray’s new sales platform based on C4C
SAP Hybris Cloud for Customer
Dashboards
Distributor
Competitor
Distributor
Portal
Profile
Opportunity
feedback &
Complaint
Distributor
contract
Distributor
inventory
End
customer
Daily plan
Visit summary
（MOU）
Tasks
Opportunity
Distributor
Competitor
distributor
Quote
End
customer
Order
delivery
New
distributor
Framework
contract
Affiliate
company
Withdrawed
distributor
Distributor
performance
Undelivered
order
Financial
report
ERP CRM HCM BW Portal
Third party logistics Marketing system
Quote
Opportunity
Social Media
Knowledge base Daily work Sales activity
Training

16. Accomplishment we’re achieving

17. © 2017 MindrayConfidential17
One-stop Platform for Sales Daily Life
q Distributor 360 view
q Distributor order delivery tracking
q Collect distributor inventory
q Real time distributor analysis
q End customer data
q Competitor data
q Personalized dashboard
q Filter important activity
q Filter big deals
q Daily work plan
q Visit execution
q MOU
q Tasks
q Calendar integration
q Collect feedback
q Check training
q Check service score
q Mobile Work
q Opportunity management
q Opportunity collaboration
q Opportunity analysis
q Pipeline management

18. Q & A

19. Thank you for your attention!