How Penumbra Scaled Its Commercial Sales Operations with N28’s Health and Revenue Cloud Expertise
Customer Overview
Company Name: Penumbra, Inc
Industry: Medical Device
Company Size: 5,500 employees
Mission Statement: Penumbra, Inc., the world’s leading thrombectomy company, is focused on developing the most innovative technologies for challenging medical conditions such as ischemic stroke, venous thromboembolism, pulmonary embolism, and acute limb ischemia. Our broad portfolio, centers on removing blood clots from head-to-toe with speed, safety and simplicity. By pioneering these innovations, we support healthcare providers, hospitals and clinics in more than 100 countries, working to improve patient outcomes and quality of life.
Key Services/Products:
- Neuro: Neuro Thrombectomy System, Neuro Embolization Technologies, Neuro Access Catheters, Neurosurgical Devices
- Vascular: Peripheral Thrombectomy Platform, Peripheral Embolization System, Vascular Access System, Coronary Mechanical Thrombectomy
Website: www.penumbrainc.com/
Social Media: LinkedIn
The Challenge
To stay competitive in a dynamic market, Penumbra set out to strategically transform its commercial sales operations. With increasing complexity across product offerings and customer expectations, they needed to respond swiftly to market changes and continue to deliver customer value while driving cross-functional alignment.
Key challenges included:
- Establishing a centralized view for enterprise-wide visibility: Without a centralized view of customer intelligence across sales, marketing, and operations, teams lacked the degree of visibility needed to make faster, accurate decisions.
- Complex workflows limiting sales productivity: Manual pricing and quoting workflows created friction—diverting sales talent away from strategic, high-value initiatives.
- Fragmented insights into market opportunity: Growth signals existed across systems, but without a consolidated analytics and market intelligence layer, it was challenging to proactively identify growth opportunities and expand high-potential accounts
- Aligning infrastructure with global scale: Existing infrastructure required improved flexibility and resilience to support Penumbra’s global expansion and future business needs.
Customer Quote
Why N28 Technologies?
When Penumbra set out to transform its commercial infrastructure, they chose N28 Technologies for their ability to align innovation with execution, deep Salesforce expertise, and proven track record in delivering scalable, growth-ready solutions.
What stood out:
- Strategic Execution: N28 demonstrated a strong track record of translating complex business needs into scalable, actionable Salesforce solutions.
- Cross-Functional Collaboration: N28 worked closely across sales, operations, and IT, ensuring the solution aligned with Penumbra’s broader commercial goals.
- Deep Technical Expertise: With a highly skilled team, N28 delivered a robust Salesforce implementation designed to scale with Penumbra’s evolving needs.
- Proactive Partnership: N28’s hands-on, collaborative approach helped accelerate delivery and maintain momentum throughout the project.
The Solution
To modernize and scale its commercial operations, Penumbra partnered with N28 Technologies to implement Phase 1 of a comprehensive Salesforce CRM and CPQ solution. This strategic initiative was designed to centralize customer data, optimize pricing and quoting workflows, and empower sales teams with greater visibility into key accounts—all while setting the stage for long-term growth and automation.
N28 Technologies brought deep Salesforce and medtech expertise to architect a tailored solution that met Penumbra’s regulatory, operational, and commercial needs.
Key features of the solution included:
- Customer Master in Salesforce: A unified customer master record was created to serve as a single source of truth for account data. This allowed sales, marketing, and operations teams to collaborate more effectively with shared, real-time visibility into account information.
- Lead and Opportunity Management: N28 implemented customized Salesforce workflows that supported Penumbra’s focus on high-value medical device accounts, including VAC (Value Account Committee) opportunities. These workflows streamlined pipeline management, improved follow-up discipline, and aligned sales activity with account-level strategy.
- Salesforce CPQ Integration: Penumbra’s pricing and quoting processes were transformed with Salesforce CPQ, introducing automated workflows that reduced errors, improved turnaround times, and ensured pricing accuracy across products and customer segments.
- System Integration: N28 ensured seamless integration with Penumbra’s existing ERP systems, including SAP, to sync customer records and pricing contracts. This alignment laid the foundation for end-to-end commercial automation and supported Penumbra’s broader goal of building intelligence-driven sales operations.
- Future-Ready Foundation: The solution established a flexible sales infrastructure that has positioned Penumbra to scale efficiently and respond to future market demands.
Together, these components delivered a connected commercial ecosystem that not only improved present-day execution but also prepared Penumbra for future digital transformation initiatives.
The Results
With Phase 1 of the Salesforce CRM and CPQ implementation complete, Penumbra realized measurable improvements in operational efficiency, pricing accuracy, and commercial agility.
Key results included:
- Faster and More Accurate Quoting: Automation through Salesforce CPQ reduced manual effort, accelerating quote turnaround time by 15-25% while improving pricing accuracy and enhancing the overall sales and customer experience.
- Greater Operational Alignment: Improved cross-functional alignment through centralized customer data and governance in Salesforce, with sales, marketing, legal, pricing, and operations now working cohesively within a unified system.
- Real-time Visibility into Sales and Marketing Performance: Enhanced visibility empowered data-driven strategies and better decision-making.
- Increased Agility in Responding to Market Demands: Integration of Salesforce CPQ with backend systems streamlined pricing and order management, enabling Penumbra to respond more quickly and efficiently to customer needs.
