Business Case · Healthcare CRM
A tailor-made healthcare sales CRM built on Melis Platform
How NEHS unified its B2B sales — thousands of healthcare accounts, a multi-stage pipeline and a build & run revenue model — inside a single CRM built and customised on Melis, instead of a rigid off-the-shelf tool.
We didn't bend our sales process to fit a CRM — the CRM was built around how we sell. Pipeline, forecasting, healthcare accounts and after-sales all live in one platform.
The project, at a glance
One CRM, shaped to a healthcare sales organisation
The organisation
A healthcare group with a complex, high-volume sales motion
NEHS operates across the French healthcare ecosystem, selling software and services to hospitals, clinics, imaging centres and regional hospital groups (GHT). Its sales teams manage a large, fragmented base of accounts and contacts, across several business lines and administrative centres.
That motion comes with specifics a generic CRM rarely handles well: practitioners identified by RPPS, accounts attached to GHT structures, deals split between build (licences, infrastructure, services) and recurring run revenue, and a structured stage-by-stage qualification process.
An off-the-shelf CRM forces you into its model. We wanted the opposite — a tool that speaks our language: stages, ADV centres, build & run, GHT.
At a glanceThe challenge
A CRM that fits the business — not the other way around
Generic CRMs are powerful, but they impose a model and bill per seat. For a healthcare sales organisation with thousands of accounts and a very specific revenue structure, that meant constant workarounds. The goal was a CRM that maps the real process end to end:
- A pipeline mirroring the exact qualification stages, with weighting and probabilities
- Healthcare-specific records — GHT links, RPPS, ADV centres, account groups
- A build & run revenue split, with weighted forecasting per deal and per period
- One home for accounts, contacts, opportunities, suppliers, tasks and calendar
Every quarter we'd rebuild forecasts in spreadsheets. We wanted the pipeline, the weighting and the build/run projection to live in the CRM itself.
Because Melis is an open, modular platform, the answer was to build the CRM around the process — extending the back office with custom fields, screens and logic, while keeping the platform stable and upgradable.
Inside the CRM
The capabilities NEHS built on Melis
A complete B2B sales suite — from market potential to closed-won, after-sales and supplier management — all in one place.
Pipeline & forecasting
A visual sales funnel and a CA projection that turns the pipeline into a forecast.
- 8 weighted stages, with probabilities
- Average won-deal value & conversion
- Monthly → annual projection, weighted total
Opportunity lifecycle
Every deal, end to end — with the amounts that matter in healthcare sales.
- Build (licences / infra / services) & run
- Ordering, billing & delivery accounts
- Duplicate, partners & competition
360° accounts
A healthcare-aware account record, structured for the sector.
- GHT links, account groups & status
- Country / region / department
- Tags, accounting code & key accounts
Contacts & directory
People and organisations, linked to the right accounts.
- Person or company, with RPPS
- Roles, tags & associations
- Default contact per account
Suppliers
A supplier register alongside the sales base.
- Type, status & criticality
- Risk flags & accounting ID
- Contacts per supplier
Tasks, calendar & history
Day-to-day execution and a full audit trail.
- To-dos by priority & type, ICS export
- Monthly / weekly / daily calendar
- Time-stamped history per record
What changed
From scattered tools to a single source of truth
- One CRM for the whole motion — no more spreadsheets to reconcile forecasts
- Pipeline and weighted CA projection available in real time, per owner and period
- Healthcare specifics handled natively — GHT, RPPS, ADV centres, build & run
- Accounts, contacts, suppliers, tasks and history finally in one place
The pipeline funnel and the build/run projection are now the meeting. We open the CRM, not a spreadsheet.
Because it's built on an open platform, the suite keeps evolving with the business — new fields, new screens, new reports — without licence renegotiation or vendor lock-in.
The Melis advantage
An open platform that bends to the process
Why Melis
An open, modular base meant the CRM could be shaped to NEHS rather than the reverse.
- Custom fields, screens & logic on a stable core
- No per-seat licence, no lock-in
- Core, Commerce, CRM & Marketplace in one stack
What's next
The roadmap builds on the same foundation:
- Richer dashboards & sales analytics
- Deeper automation around tasks & reminders
- AI assistance for qualification & data quality
- Tighter links between CRM, commerce & after-sales
Summary
What Melis enabled at NEHS
A healthcare sales organisation running its entire motion on a CRM it actually owns.
| Objective | Result |
|---|---|
| Map the real sales process | 8 stages with weighting & probabilities |
| Forecast revenue reliably | Build & run projection, weighted per period |
| Handle healthcare specifics | GHT, RPPS, ADV centres — native |
| Unify the data | 360° accounts, contacts, suppliers & tasks |
| Stay flexible & cost-controlled | Open platform — no per-seat licence |
In summary
A CRM that speaks the language of healthcare sales
The NEHS case shows how an open platform can become a bespoke CRM. With Melis, NEHS got:
- A pipeline & forecast that match the business
- Healthcare records handled natively
- One source of truth across the sales motion
- A platform that evolves without lock-in
Need a CRM that fits your process?
From pipeline and forecasting to a 360° customer view — discover how Melis can become the CRM your teams actually wanted, without per-seat licences or lock-in.