Varian Medical Systems

Varian Medical Systems Sales, Marketing and Field Service Transformation

Since the 1950s Varian has been producing tools that harness the power of radiation energy to benefit humankind. Varian history is one of pioneering developments in the fields of radiotherapy, radiosurgery, X-ray tube technology, digital image detectors, cargo screening, and non-destructive testing. They have a robust product portfolio and long-standing relationships with many of the world’s leading clinicians. Varian continues to grow; their staff of over 6,500 people in 70 sales and support offices around the globe is developing innovative, cost-effective solutions that help make the world a healthier place. In early 2013 Varian was looking for a Digital Transformation leader with key influences into the strategy of the company. They were looking for people with proven experience for turning company strategy into execution.

NCC was selected to manage, implementation and execution of key company transformation initiatives that included global business systems transformation to ensure all goals and objectives are met in alignment with the Company Strategy. NCC provided critical support by representing senior executive leadership interests in both internal and external strategic Digital Transformation initiatives. Initiatives included a diverse range of organizational, regulatory, legal, people and culture, financial, and all varieties of operational excellence topics.

NCC delivered:

  • Company-level, cross functional process re-engineering often involving enterprise systems and platforms
  • Methodic problem solving, including root cause analysis and prioritized solution implementation
  • Business expertise consultation in areas of expertise to functional management
  • Working with and reporting from CRM and ERP systems and databases
  • Developing transformational and large process reengineering programs, including basic change management activities
  • Investigate, research and develop new processes and related new enterprise tools
  • Launch and implement strategic business programs affecting multiple functional organizations and the entire global company Complex internal consulting and assessments, which provided executive management with critical proposals to achieve industry-standard best practices and company-wide transformations
  • Establishing and leading senior executive-level communication forums, steering committees, tiger teams, portfolio systems (phase gate) for projects and programs

This business systems transformation included implementation of Sales, CPQ, Marketing Automation and Field Service Solutions to 380 sales and marketing staff and 800 field engineers worldwide serving over 5000 sites worldwide. The 2.5 year long $33.4 million dollar business systems transformation initiative was largest in scale in Varian’s 60 years history and was widely hailed internally and by clients as key driver to improve customer experience. It made possible once unthinkable operational efficiencies and cost savings.