Unifying 800+ Distributors on a Single Intelligent Platform
How Hyperlink Infosystem built a custom Salesforce Distributor Management System for Zydus Medtech - replacing fragmented spreadsheets with real-time visibility, automated workflows, and a self-service distributor portal.
Bringing Order to a Fragmented Distribution Network
Zydus Medtech, the medical devices division of Zydus Lifesciences, operates one of India's most extensive medtech distribution networks - spanning over 800 distributors across 22 states, supplying everything from cardiac care devices and orthopaedic implants to diagnostic equipment and surgical consumables.
Despite this scale, distributor management relied almost entirely on emails, phone calls, and a patchwork of Excel spreadsheets. Field sales reps had no access to live data on the go, order approvals took up to five business days, and tightening CDSCO/MDR regulatory requirements had turned compliance tracking into a liability. Hyperlink Infosystem was engaged to design and build a purpose-built Distributor Management System on Salesforce - complete with a self-service distributor portal, mobile-first field rep tooling, and SAP ERP integration.
Zydus Medtech
Zydus Medtech is the medical devices arm of Zydus Lifesciences Limited, one of India's top five pharmaceutical and healthcare companies, manufacturing and distributing a broad portfolio of medical devices - from cardiovascular stents and orthopaedic implants to physiotherapy equipment and hospital consumables.
A Distribution Empire Managed on Spreadsheets
Zydus Medtech's commercial success had outgrown its operational infrastructure - sales ops handled onboarding, order management, target-setting, and compliance manually, a process that was time-consuming, error-prone, and untenable at 800+ distributor scale.
Root Causes Identified
- No single source of truth for distributor data or order status
- Manual, paper-based onboarding and compliance workflows
- No integration between field sales, ERP inventory, and sales ops
- Quarterly, manually compiled performance reviews instead of real-time analytics
- Tightening CDSCO/MDR regulations with no automated tracking in place
- No self-service channel for distributors to place orders or resolve issues
A Purpose-Built Salesforce Distributor Management System
Salesforce ImplementationHyperlink Infosystem followed a milestone-driven delivery methodology across five structured phases - each gated by sign-off from Zydus Medtech's project steering committee before the next began, keeping risk contained and delivery on schedule.
Key Features Delivered
Built in Five Structured Phases
A milestone-driven delivery methodology across 22 weeks - each phase gated by sign-off from Zydus Medtech's project steering committee before the next began.
- 35+ stakeholder interviews across sales ops, field, logistics, and compliance
- Mapped all existing processes, data flows, and third-party touchpoints
- Delivered a Salesforce architecture blueprint signed off by leadership
- Configured Sales Cloud with custom objects for Distributors, Territories, SKUs
- Set up role hierarchy and permission sets aligned to org structure
- Deployed sandbox and staging environments with production-parity data
- Built order management, replenishment alerts, and a compliance vault using Apex, LWC, and Flows
- Launched the Experience Cloud distributor self-service portal
- Enabled orders, tracking, and document submission without rep intervention
- Integrated Salesforce with SAP ERP via REST APIs, syncing every 4 hours
- Integrated DocuSign for digital agreements and licence renewals
- Migrated 6 years of data - 800+ profiles, 120,000+ orders - with zero data loss
- Ran a 3-week UAT cycle with 45 internal users
- Delivered bilingual training for 180 field reps across 6 regional offices
- Phased regional go-live followed by a 45-day hypercare period
Before vs. After
From distributor data scattered across spreadsheets and phone calls to a single Salesforce platform with real-time visibility and self-service.
Measured Outcomes, 90 Days Post-Go-Live
All metrics benchmarked against the 90-day baseline prior to launch, tracked via Salesforce reports and validated by Zydus Medtech's sales ops team. Estimated first-year operational savings: ₹2.4 Cr, comprising reduced order management overhead, eliminated compliance penalty risk, faster digital collections, and a 28% lift in distributor revenue.
"Hyperlink Infosystem didn't just build us a CRM. They rebuilt how our commercial team operates. The adoption among our field force has been remarkable, and the compliance visibility alone has removed a significant regulatory risk from our business."
Key Drivers of Project Success
Ready to Modernise Your Distributor Operations?
From Salesforce implementation to custom enterprise systems, Hyperlink Infosystem delivers solutions built around how your business actually works.
Talk to Our Salesforce TeamFeel Free to Contact Us!
We would be happy to hear from you, please fill in the form below or mail us your requirements on info@hyperlinkinfosystem.com
