Prior to using Salience, Agilent tried several sales channels. "It's a line of business we have been involved with for almost 30 years. The defibrillators business was never large enough to justify its own salesforce. At one point our sales program shifted from sales representatives handling multiple products to highly specialized sales reps who sold specific products to specific customers, we used manufacturer's representatives."
Neither approach was especially successful. "We were not getting the attention we needed, sales suffered. We decided we needed to go direct with the sales effort, what we needed was a low cost, low risk method to create a dedicated sales force." In stepped Salience.