Case Study: Intuitive Surgical achieves a 450% increase in clinical sales rep productivity with Salesforce Marketing Cloud

Intuitive Surgical redefines patient care with connected robots

Intuitive Surgical, creator of the da Vinci robotic surgical system, rapidly grew into a $2.4B company and faced a core challenge: running a complex, data-rich business on spreadsheets and outdated CRM tools. With 700 salespeople and more than 4,100 connected robots sending clinical data back to the company, leadership needed a platform that would not only manage sales activities but also guide the business toward its five‑year goals and improve how it shared insights with hospitals and surgery centers.

Intuitive implemented Salesforce Sales Cloud and Success Cloud services—including a Center of Excellence Accelerator, one‑on‑one coaching, and a dedicated success manager—to align processes, boost adoption (Chatter and collaboration), and surface compelling, real‑time data for customers and reps. The result: greater sales visibility and agility, stronger collaboration with healthcare customers, and a jump in productivity to about 350 procedures per clinical sales rep per quarter—an increase of roughly 450%.

Intuitive Surgical

Christopher Hoster

Head of Center of Excellence