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Sales Cloud & Inbox: A Customer Success Story.

Sales Cloud & Inbox Upgrade

How we helped Inotiv have visibility and control of their sales pipeline and sales communications.

Company Profile

Inotiv delivers a comprehensive and integrated range of right-size toxicology services, analysis, bioanalysis, and DMPK and consulting solutions essential to success. Through scientific leadership and ongoing investments, Inotiv delivers a comprehensive range of nonclinical and analytical services that will exceed your expectations. Benefit from our long and impeccable regulatory history, world-class team of scientists, and track record of providing attentive, decisive services.


West Lafayette, IN


Health/Life Sciences


Sales Cloud, Inbox

Go Live Date

June 20, 2020

Inotiv Faced Three Big Challenges

painful opportunity management

Inotiv had a painful and manual process with no visibility with the Parent/Child Process they initially had.

Lack of experience

The Salesforce Admin was brand new and did not have full grasp of Best Practices and Salesforce Administration, Development and Change Management.

Inefficient processes

Much of the work completed by Sales happened through email and the process was very manual when pulling data from Email to creating Opportunities.

lack of visibility into sales pipeline

Inotiv was struggling to efficiently view the sales pipeline to act on opportunities an identify gaps.

Emelar’s partnership is transforming our commercial processes and accelerating our rate of change significantly.

The Solutions

parent/child opportunities

Emelar utilized Salesforce Out of the Box functionality and updated Inotiv’s Parent/Child Opportunities and created Page Layouts, Record Pages, Record Types and Custom Actions for Users to create Parent & Child Opportunities quickly and efficiently. We built automation, utilizing Process Builder, to update all child Opportunities from the Parent in one click.

enhanced visibility

For better visibility, we created multiple List Views for Users to inline edit, multiple reports and dashboard, as well as, utilized Enhanced Lists to give Users a quick insight into child opportunities from the parent. We also implemented Salesforce Outlook Integration and Inbox so Users could utilize the Salesforce Inbox App for Outlook and Mobile App to allow those Users to quickly update/create Salesforce records and view Email updates.

Admin Training

Emelar conducted Admin Training with the new Salesforce Admin at Inotiv to show them Salesforce Best Practices around Administration of the Org, Utilizing Sandbox Environments and Change Management.

The Results


The Inotiv Sales Team are now able quickly create/update records from Inbox, track emails sent to current customers and manage their email from their Inbox Mobile App.

Visibility & control

Inotiv Sales are now able have full visibility into their Parent/Child Opportunities, create and mass update Opportunities with one click and track important KPI’s around those Opportunities.

We had worked with other consultant groups before, but this is the first time that I felt that we were making progress with the project management. We were always kept up to date and you were able to deliver ahead of schedule. It was fantastic. It was a real dream to work with you guys. And the training was great too; this is the first time that we ever feel comfortable with the product before going into the training.