Life Sciences - N28tech

In regulated sectors like Medtech, Life Sciences, Manufacturing and IoT, innovation doesn’t begin with data—it begins with trusted data. These industries already invest heavily in ensuring data confidence, compliance, and actionable insights, all while navigating complex regulatory requirements. Salesforce’s $8 billion acquisition of Informatica becomes particularly significant within this landscape. More than just a tech merger, this move signals enhanced data governance for Salesforce, accelerating enterprise data trust and compliance across industry standard regulations like GDPR, HIPAA, and DSAR. In this final post of our Salesforce Data Cloud series, we explore what this acquisition could unlock for organizations managing complex, regulated data environments, and for the future of trusted, scalable enterprise data. In case you missed previous installments in this series, here’s Part 1: The Foundation for AI-Ready Data, where we covered the essential building blocks of Salesforce Data Cloud and Part 2: AI-Ready Data in Action, where we explored critical use cases for AI-ready data across Medtech, High-Tech & IoT, and Manufacturing. What Informatica Brings to This Acquisition: Scalable Trust and Intelligent Governance Informatica has long been recognized as a leader in enterprise-grade data management. According to Gartner’s 2024 Magic Quadrant for Data Integration Tools, Informatica was positioned as a Leader for the 19th consecutive year, ranked highest for its ability to execute and furthest for completeness of vision. Before we explore the potential significance of this acquisition, it’s worth looking at what Informatica already delivers. Known for its depth in data management, Informatica brings a mature set of capabilities that help enterprises across highly regulated industries govern, clean, and protect data at scale. Data Governance and Transparency Informatica provides tools for data cataloging, metadata management, and lineage tracking that show how data moves through the enterprise. This visibility supports audit readiness, simplifies compliance reporting, and improves oversight across increasingly complex data estates. Data Quality and Profiling With automated profiling, cleansing, and anomaly detection, Informatica ensures that data used in AI, analytics, and operations is consistent and reliable from the start. That means fewer delays, less manual cleanup, and stronger confidence in downstream decisions. Automated Privacy and Compliance Management Informatica streamlines regulatory compliance with built-in tools for data masking, anonymization, and consent tracking. It also supports DSAR (Data Subject Access Requests) compliance, required under privacy laws like GDPR and CCPA, helping teams respond quickly to individual data rights requests without tying up valuable resources. These enterprise-grade Master Data Management capabilities make Informatica a key enabler of data trust and governance in industries requiring accuracy, transparency, and compliance. Building on Salesforce’s Existing Strengths A Unified AI-Data Platform Salesforce already offers a robust suite of tools—Einstein AI, Data Cloud, MuleSoft, and Tableau—that help enterprises unify data, extract insights, and operationalize intelligence across the business. With Informatica, these capabilities are reinforced by deeper governance and quality controls that support more reliable, scalable data strategies. Data Cloud: Informatica’s Master Data Management (MDM) creates “golden records” by resolving duplicate profiles and standardizing key attributes. This enables a single, trusted view of customers and stakeholders—critical for personalization, reporting, and compliance. MuleSoft: With cleaner, governed data flowing through APIs, integrations are more dependable. This reduces failure points between systems and improves the consistency of data powering downstream workflows. Tableau: In addition to visualization, users can access metadata such as data lineage, quality scores, and compliance status. That context improves confidence in analytics and supports audit-readiness. Together, these capabilities strengthen Salesforce’s role as the backbone of enterprise data strategy—supporting more accurate reporting, faster automation, and smarter AI-driven outcomes. The Opportunity: Real-World Impact of Improved Trust & Governance The integration of Informatica’s capabilities into the Salesforce ecosystem could help enterprises build governed, high-confidence data workflows with greater scale and precision. Here’s a glimpse into what that could look like across regulated industries. MedTech & Life Sciences Clinical trials, patient records, EHR systems, and connected devices generate massive volumes of sensitive data, often trapped in disconnected systems. Informatica’s Master Data Management (MDM) creates unified “golden records” (consolidated, accurate customer or patient profiles) that resolve duplicates and enable cleaner, audit-ready datasets. Paired with Data Cloud’s real-time activation, organizations could spend 20% less time chasing orders, respond faster to care delivery needs, and automate HIPAA compliant workflows. The result: faster clinical decisions, fewer data risks, and greater patient trust. Manufacturing & IoT Siloed ERP data, supply chain systems, and production line sensors often lead to costly inefficiencies and blind spots. With Informatica’s data integration and quality layers feeding governed data into Salesforce and Einstein AI, predictive agents can proactively surface issues—whether it’s a delayed component delivery or a machinery failure. Early pilots show up to 30% efficiency gains in sales and production planning with significant cost savings from predictive maintenance powered by cleaner, more consistent data. Compliance at Scale From GDPR to HIPAA, compliance requires continuous and verifiable control over how sensitive data is accessed, processed, and stored. Informatica’s privacy tools automate consent tracking, data masking, and DSAR fulfillment, ensuring AI systems only act on data that meets privacy policies. For example, if consent is missing or inconsistent, the system can automatically pause related processes—minimizing compliance risks and reducing manual audit efforts. The combination of these platforms and strategic implementation could empower enterprises to move beyond data firefighting towards faster, more confident decisions on trusted, compliant data. CLAIRE + Agentforce: Context-Aware AI That Operates With Confidence Informatica’s CLAIRE engine brings deep, metadata-driven intelligence to enterprise data. When combined with Salesforce’s Agentforce platform, it powers a new generation of AI agents—ones that don’t just access data, but understand the context, rules, and relationships that govern it. Imagine asking, “Why is revenue different in Salesforce vs. Tableau?” Instead of raising a ticket for manual investigation, an AI agent powered by Claire GPT could trace the data lineage, flag the inconsistency, and suggest next steps with complete transparency. Or consider an AI agent detecting an anomaly in an IoT device, checking regulatory impact, verifying service policies, scheduling a technician, and notifying the customer. Every action is logged to meet compliance requirements, and decisions

Medical equipment manufacturing sales is a tooth and nail business. What we often hear from our clients is the need to be flexible when it comes to pricing. That translates to the ability to support different pricing strategies for different buying groups. Recently, we delivered a transformative pricing project with a global medical equipment manufacturer. There were three key components to this transformation project: Agility Transparency Workforce enablement The overall challenge was simplifying the processes involved in delivering quotes to clients. The legacy process required coordination across multiple teams and systems. Getting a simple quote to the client required coordinations between three different teams using multiple systems. Our objective was to consolidate these disparate processes under one roof: Salesforce CPQ. The aim was to not just streamline operations but to empower Sales and Marketing with self-service pricing capabilities. Given that medical manufacturers operate in a highly regulated market, it can take years—from initial concept—to putting out a saleable product. Therefore, go-to-market pricing strategies are often kept simple using a combination of cost- and reference-based pricing. After the product is launched, the next big game is the ‘buying group’. The top three buying groups in the industry are group purchasing organizations (GPOs), aggregation groups (Agg Groups) and integrated delivery networks (IDNs—often also referred to as health systems). The size and volume of business these groups deal with often varies geographically. For instance GPOs are large, powerful groups in the US, but not so in Canada. Here is an example of how a hospital is aligned to an IDN, GPO and Agg Group: Salesforce’ CPQ offers a wide array of pricing-related functionalities out of the box. Examples include product and pricing rules, product bundling, and so on. At N28, the art and science of configuring Salesforce CPQ for simple quoting has been done and dusted many times over for various clients. The complexity in this instance was due to the intricate web of buying groups and their overlapping pricing structures. A single hospital was accessing pricing from the IDN it belonged to and also from all the GPOs and aggregation groups it was associated with. The N28 team implemented a tailored Salesforce CPQ system that enabled multiple tiers of pricing access for a single SKU. This includes: Tiered pricing for influential buying groups Bundled packages for value-based pricing, and… Support for distributor/reseller models. Here is a custom pricing access view component we developed to simplify the complexity of the underlying business model. N28 equips medical manufacturers with the tools to master the complexities of pricing strategies. Our expertise in Salesforce CPQ implementation ensures that clients can seamlessly adapt to the diverse demands of various buying groups while optimizing internal processes. The result? Enhanced efficiency and profitability in an ever-evolving and competitive market landscape. Get In Touch

Salesforce Data Cloud Series Part 3: What the Informatica Acquisition Means for Enterprises That Count on Data Trust and Compliance

Salesforce CPQ for Medical Manufacturers