About Avidicare
Website: https://www.avidicare.com
Industry: MedTech – Operating Room Ventilation Solutions
Use Case: Content Sharing, Partner Enablement, Training, Deal Management
Solution: Partner Portal with CRM Integration (Lime)
Effect: SP_CE gives Avidicare structured partner communication, pipeline transparency, and streamlined training—enabling them to scale their distributor network globally.
Hi! Tell us a little bit about Avidicare
We make sure you don’t get infections when you have surgery – mainly by taking care of the bacteria that are produced inside an operating room, and sweeping them away so that they don’t end up in the wounds or on instruments. We have thought of a clever ventilation that we put on the ceiling in the operating rooms, which is very quiet and nice and uses less energy than the alternatives.
Tell us about your market and customers
We began with seeing how the technology worked in Sweden and reached a market leading position here. After that, we established a distributor in Holland and realized we could scale very well through distributors – as local expertize and presence are required at hospitals.
Why did you choose to implement SP CE Partner Portal?
There are three different functions in SP_CE that make it a good way (to collaborate with distributors): we can share information in one place, we can share courses and education, and we can make sure that we talk about the same projects.
We share information about the projects they are working on and it flows into our CRM system, so that once you enter information we can look at the same data, and get the same picture.
How do you use SP CE to share information with partners?
To ensure that all distributors and partners have the same information, it is shared in each partner room in SP_CE. That way, we know they have the material they need, and can avoid emails going back and forth with different versions. This also gives salespeople time to spare, as they don’t have to look for, and share, material to their partners (one by one).
How has this improved your internal efficiency and processes?
Instead of having the Marketing Department share material with each partner, one at the time, we put it in one place where they can download what they need when they need it. It could be that they are in a different time zone and need some material, maybe at three in the morning in Sweden. Then they can go in and download it themselves.
SP_CE also requires us to produce information that is appropriate to share with partners, and clearly shows the gaps there are in the knowledge we share.
How does the CRM integration help you manage your distributor network?
With indirect channels, we haven’t had a very good oversight, and have never really had control of what we share and do not share with what distributor.
Through SP_CE, we are now pushing out all projects that are linked to the country in which distributors are located. They can see what we believe they are working on and share their current projects, allowing us to help each other and get an accurate pipeline.
In recent years we have also worked quite a lot with looking ahead in terms of revenue planning – i.e. what the revenue stream pipeline actually looks like. This makes our investors confident that there is a pipe, that it is correctly managed and that the probabilities we have in our system actually match reality as close as possible.
We have probably had a decent overview of it before as well, but now there is even more control since we’re actually sharing the data in the same, structured way with all distributors.
How do you use SP CE for partner training and education?
When a new partner is brought in they receive training, and the Avidicare team takes good care of all training that happens live. But in SP_CE, we also have something we call Learning Management, and where partners can go through courses in their own time. This can be seminars or on-demand videos from trainings, shorter video clips or questions to answer.
In recent years, we have also developed what we call Avidicare Academy, a series of lectures that we have given our distributors. Now, this Academy has become a natural part of our Learning Management page, and that partners can go through to increase their knowledge. This is very practical as we don’t have to perform live lectures time and again due to changes in partner staff.
How has your SP_CE Experience been so far?
We have appreciated SP_CE very much. We love that we have an integration with our CRM, which is really fantastic, and everything is quickly arranged as well.
