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

Intuitive Surgical redefines patient care with connected robots

Intuitive Surgical, the maker of the da Vinci robotic surgical system, grew rapidly after introducing its platform in 1999 and now has 4,100 systems in the field and a $2.4 billion business. That growth exposed limits in its legacy spreadsheets and CRM: with 700 salespeople and vast streams of clinical device data, the company needed a modern CRM to scale sales, share rich insights with hospitals, and support a five‑year business strategy.

Intuitive expanded its use of Salesforce and engaged Success Cloud, completing a Center of Excellence Accelerator to align business and IT, train teams, adopt collaborative tools like Chatter, and leverage a dedicated success manager. The changes delivered faster, data-driven sales and support processes, greater visibility into the sales cycle, and a productivity jump to about 350 procedures per clinical sales rep per quarter — nearly a 50% increase.

Intuitive Surgical

Christopher Hoster

Head of Center of Excellence