Case Study: Welch Allyn achieves audible-ready, insight-led selling with SAVO

Welch Allyn - Customer Case Study

Welch Allyn, a global maker of medical diagnostic equipment, faced a shifting buying cycle where customers were educating themselves and narrowing choices before sales contact. With healthcare purchasers reacting to regulatory changes and greater price/value scrutiny, the company needed to shift from product pitches to earlier, consultative, buyer-centric conversations so reps could influence vision and guide decisions.

Welch Allyn implemented a three‑part initiative—seller competency (Challenger sales coaching), a buyer-aligned sales process from Force Management, and SAVO’s sales enablement technology—to coordinate training, process and content. The SAVO platform delivered mobile, up‑to‑date materials and a forum for field knowledge, enabling reps to pivot in real time, present on the spot, and conduct higher-value, insight-led dialogs; adoption occurred within months and reps reported stronger, more effective customer interactions.

Welch Allyn