The on-formulary process, off paper.
Ignyto implemented Salesforce Sales Cloud Enterprise, Inbox and Chatter for Kora Healthcare, a Dublin-headquartered pharmaceutical company, rebuilding the on-formulary submission process that had run entirely on paper forms, email and spreadsheets. Average time to complete the process fell by 50% and compliance issues by 20%.
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Book a discovery call →Kora Healthcare is a healthcare company with core competencies across Research, Development & Innovation, Scientific & Medical Affairs, Regulatory Affairs & Pharmacovigilance, Quality, Supply Chain, Marketing & Sales, Finance and Customer Services. All departments are led from their headquarters in Dublin, Ireland with UK sales and marketing operations located in York, UK. Kora focus on producing medicines that treat or manage secondary conditions arising from, relating to and complicated by underlying serious, chronic and long-term diseases, medicines that treat or manage conditions related to sexual and reproductive health in both women and men and healthcare products that manage or treat common conditions that can be self-treated or managed with the assistance of healthcare professionals.
Kora’s leadership could not see which products were at which stage of the on-formulary process, or which were on formulary with each health board, hospital, trust and clinic across Ireland and the UK.
The pharmaceutical industry is heavily regulated and getting new medication on formulary is detailed, labour intensive and time consuming — the process ran exclusively on paper forms, filled out, signed, scanned and emailed between parties.
Follow-ups were constant, making the process slow, repetitive and frustrating for the team. The systems of record were Outlook, Excel and Word.
- Sales Cloud Enterprise Edition so staff can engage with every contact and account at the appropriate time
- The opportunity object customised to manage the on-formulary process, for tracking, collaboration, compliance and visibility
- Text and email notification of on-formulary progress and status changes in real time, using Process Builder and email templates
- Chatter notifications, automated task creation and logging, and email notifications to internal staff and external stakeholders
- Salesforce Inbox so a full log of communications is kept for every customer
Vastly improved visibility across the UK and Irish market, with real time on formulary progress updates.
Far more efficient and consistent management of the on formulary process resulting in a 50% reduction in the average time taken to complete the process.
Compliance issues reduced by 20%.
“Ignyto were integral to the re-development and implementation of our Salesforce platform. As a pharma company, marketing and selling within our heavily regulated and adoption-led sales processes with multiple stakeholders, design to roll-out can be challenging and complex. With the guidance and support of Ignyto, our sales process is now opportunity led, resulting in sales closing faster and shorter deal cycles than ever before.”
Kora Healthcare · Healthcare — pharmaceutical
Salesforce reports that its sales customers see an average 30% increase in sales revenue.
Source: 2025 Salesforce Customer Success Metrics Global Highlights. A typical result across Salesforce customers, not a figure reported by Kora Healthcare.
Connected to the systems either side of it.
Salesforce rarely stands alone. On this engagement Ignyto connected it to the systems already running the business, so data moves once rather than being entered twice.
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