Consistency Across a Global Company
With iCapture, Sirtex now has one consistent system across events and teams. This has helped the booth reps capture leads in a simple and comfortable manner. The reps no longer need to worry about changing systems and inconsistent processes.
“The reps at the show are having a heck of a great time. Now when they are starting to engage, they right away have that iCapture app ready,” says Charbonneau. “What’s really fun for me is when I see a rep in the booth all ready to go, he acts like the iCapture wizard. He is happy to train others, which is funny because before they were kind of ‘too cool for school’ to use any kind of lead capture device. So having that familiarity and consistency of the device, including the questionnaires we are using, has really streamlined everything.”
Along with streamlining conversations and captures in the booth, iCapture has helped standardize on a global level. Both the US and European teams use the same system and qualifiers, resulting in consistent data across all teams.
Cataldi says, “In the past, we’ve been very much regionally focused. We are still executing regionally, but we are moving toward a global focus. And where we can get standardization across different platforms and approaches and marketing tactics, all the better. Sometimes, our physicians in the US travel and see us in Europe, or vice versa. We want them to have a similar experience with Sirtex, wherever in the world they may be.”
As a global company, Sirtex also needed more flexibility and customization with their lead capture. Cataldi explains that with iCapture, they can customize the questions they ask in the booth by region, as well as comply with data privacy as needed.
“The US questionnaire is different from what we use in Europe because Europe has a different indiciation than we do in the US,” says Cataldi. “The ability for us to be able to use the same platform, but customize it by region, is huge. Last year when we brought our Europe team in, we had to be GDPR compliant. And now we have to be CCPA compliant, so we have the same terms and use in the US. I just recently set up a new template in German because they go to some places where it’s just German-speaking people. So this has offered us a lot of flexibility in terms of how we communicate with attendees.”
Charbonneau adds that the European team has responded positively to implementing iCapture at their events. She says, “The takeaways from the global team was ‘if we knew this existed, we would have never wasted all that time either not scanning or the money spent scanning that wasn’t really useful for us.’”