The Challenge
Aspen Canada’s sales processes were entirely managed through Microsoft Excel, which created barriers to collaboration, accuracy, and long-term visibility.
Key challenges included:
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Sales reps manually entered account data into individual Excel files, resulting in outdated or siloed information
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Lack of centralized data meant customer insights were often lost when team members left the company
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Inability to effectively track, manage, or share sales activity across the organization
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Missed opportunities due to inconsistent follow-up and poor visibility into lead status
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A growing team that needed scalable systems to support complex sales cycles and customer relationships
Aspen needed a modern CRM solution that could centralize activity, improve visibility, and preserve organizational knowledge.
Aspen Pharmacare is a South Africa-based pharmaceutical company operating in more than 150 countries. Known for its high-quality, affordable treatments, Aspen supplies antiretroviral (ARV) medications to over 2 million HIV/AIDS patients daily.
The company entered the Canadian market in 2014 to expand its portfolio of pharmaceutical and consumer healthcare products. With continued innovation and growth, Aspen Canada quickly recognized the need to modernize its sales operations.
”At first, we were skeptical about how we would be able to move all of our data from flat files into a dynamic Salesforce platform. This worry went away quickly. SalesChoice made it simple to transfer existing customer data and align our CRM with our sales workflows. Within 90 days, the whole team was using the system. Compared to a traditional rollout, this would have taken six months—and not nearly as cost-effectively.
Sylvain DesjeansCountry Manager
The Solution
SalesChoice worked with Aspen to build and implement a custom Salesforce CRM that aligned with the company’s multi-layered sales process and data needs.
The project included:
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Salesforce Implementation: Customized Salesforce environment built to reflect Aspen’s three distinct sales workflows across hospitals, practitioners, and government clients. SalesChoice mapped out custom objects and developed executive dashboards for greater visibility.
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Agile Development: A phased approach allowed for continuous feedback and design iterations to ensure alignment with Aspen’s evolving sales structure.
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Seamless Data Migration: SalesChoice simplified the process of transferring customer data from spreadsheets into the new CRM, eliminating manual work and minimizing disruption.
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Training and Adoption: Custom dashboards and hands-on training enabled sales leadership to monitor rep performance and drive smarter decisions with real-time insights.
The Results
Within 90 days of implementation, Aspen Canada achieved:
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Full CRM adoption across all sales, marketing, and development teams
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Real-time access to customer data and sales pipeline performance
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Preservation of institutional knowledge and reduced onboarding friction
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Improved collaboration across departments and more effective territory coverage
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Faster, data-informed decision making with customized dashboards
