Infusing insights: Enriching systems to outsmart the competition

A medical supply distributor modernized their bid management system to more efficiently develop winning and profitable proposals.

Opportunity 

Sarnova recognized that to compete in the highly price-sensitive public sector effectively, they needed to improve pricing accuracy and efficiency of the bidding creation process to enhance their chances of winning. Their legacy application was limited by an ineffective product search function and frequently crashed. While poor performance slowed the pricing analysts, one of the most significant shortcomings was the lack of historic pricing information, which is crucial to submitting winning bids. And finally, the current system did not support amendments or renewals. 

Solution

Sarnova turned to ICC to help them design, develop and deploy the new public bidding system for their pricing analysts and account managers. The new system needed to address the complexity of a wide variety of similar products from multiple distributors, and to include historical pricing information. 

The joint team worked collaboratively in both ICC and Sarnova offices and began with understanding the overall process and user pain points. We tested multiple wireframes to inform iterative design and development. The solution, aptly named Bidwiser, enabled them to: 

  • Optimize their search, employing “fuzzy logic” for product matching 
  • Autofill order lists via imported RFP data 
  • Simplify renewal and order-change processes 
  • Provide role-based “view” access for Sales, to inform account discussions 
  • Leverage an automated “Win Predictor,” using publicly available competitor pricing 
  • Integrate with their GP accounting, CRM, and Amazon S3 documentation systems 

Results 

The new solution seamlessly integrated the end-to-end process in a streamlined and easy to use interface. With the solution in place, the team can quickly build competitive proposals allowing them to submit more bids and win more profitable deals. Sarnova expects these increased efficiencies to significantly boost their win rate.