Case Study: Intuitive Surgical achieves a 50% boost in clinical sales rep productivity with Salesforce DMP

Intuitive Surgical redefines patient care with connected robots

Intuitive Surgical, maker of the da Vinci surgical robot, rapidly grew into a $2.4B company with 4,100 systems in the field and a 700-person sales force. That scale exposed limitations in legacy spreadsheets and CRM tools—leadership needed a modern platform to manage sales activity, surface clinical and device data, and guide the business toward its five‑year goals.

The company engaged Salesforce Success Cloud and completed a Center of Excellence Accelerator to align IT and business processes, implement Sales Cloud and collaboration tools, and adopt coaching and governance best practices. As a result, teams now share richer customer and procedural insights, adjust sales processes faster, and have raised productivity to about 350 procedures per clinical sales rep per quarter—an almost 50% increase—while continuing to work with Salesforce experts for ongoing improvement.

Intuitive Surgical

Christopher Hoster

Head of Center of Excellence