By Business Need
The Handshake Difference
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Solving real business challenges
In keeping with their commitment to innovation, Starkey Hearing Technologies needed a modern sales order management solution for their sales team selling year round at hospitals and clinics.
A Commitment to Innovation
Starkey Hearing Technologies believes in being innovative in everything they do. It was Starkey Hearing Technologies that first utilized nanotechnology in hearing aids, and made hearing aids moisture and wax resistant. At the Starkey Hearing Research Center in Berkeley California, they invest in Research and Development, discovering new and better ways to improve the quality of life for those with hearing loss.
Starkey’s sales teams sell year-round into hospitals and clinics, and their annual Hearing Innovation Expo brings together professionals from across the industry who are looking to grow their practice. Last year’s keynote speakers included Sir Richard Branson, President Bill Clinton, and many more.
The Cost of Outdated Paper Processes
In previous years, the Starkey team would write up customer orders at the show, returning after it was over with a huge stack of paper to leaf through and enter by hand. Orders might take a week to be confirmed and for fulfillment to begin. Now, with everyone at the show on Handshake, orders sync back instantly for immediate fulfillment, and are often shipped before the customer even leaves the show floor.
Handshake CEO Glen Coates knows the hidden value of making sure orders get processed as soon as possible when taken in a show environment. According to Coates, “Starkey recognized the very real cost that comes from writing orders on paper and the gains that can be realized by working with Handshake. The faster orders can get back to the customer service team, the quicker they’ll be shipped. The cancellation window will be shorter, and you’ll get paid sooner.”
Creating a Standout Experience
Wherever they are, on the road or in the convention center, Handshake supports Starkey’s sales team by allowing them to sell more and focus on providing an outstanding, modern customer experience. Starkey runs their business with SAP, and Handshake’s engineering team worked closely with them to ensure tight integration.
Starkey Hearing Technologies was also selected as a beta partner for Handshake’s brand-new Pitch feature, which enables sales reps to send a personalized, tailored selection of products to their buyer. The buyer can review, edit and then submit the finalized quote back to their rep online for approval, making the entire quote process beautifully streamlined and paperless.