Clinical Specialist

Outset Medical transforms Sales and fulfillment with Salesforce CRM and ERP integration. San Jose-based Outset Medical, a pioneer in medical technology, has reimagined dialysis with its innovative "Tablo" system. Designed to simplify dialysis for both patients and healthcare providers, Tablo improves patient experience, reduces setup time, and streamlines operations in clinics and at home. As Outset Medical experienced rapid growth, the need for a seamless, efficient sales and fulfillment process became critical. The Challenge With expansion came complexity. Executive management sought better visibility into the sales pipeline to shorten cycles and manage growth metrics such as revenue run rate and order management. Jamie Lewis, SVP of Sales and Customer Experience at Outset Medical, explained: "After a Tablo system was sold and installed, we wanted to track key metrics, like product utilization rates. Our sales, contracts, finance, and supply chain teams needed a system that could align cross-functional processes seamlessly." The Solution West Coast Consulting redefined Outset Medical's sales process and integrated Salesforce Sales Cloud with the company's ERP system, QAD. The goal was clear: create a unified platform to enable sales, contracts management, supply chain, and finance teams to collaborate efficiently. The consulting team worked closely with Outset Medical stakeholders to design a process that included: * Creation of MSSA and location accounts * Linking opportunity records to shipments to track Tablo consoles across hospital systems * Streamlined workflows for contracts, finance, and order management A staged go-live plan minimized disruption to ongoing business, allowing existing users to transition smoothly. The Results The implementation was a resounding success: * Deal closing times dropped by 80% as teams worked simultaneously on opportunities instead of relying on slow email escalations. * Sales and contracts teams are fully aligned, enabling faster contract preparation and approval. * Finance gained real-time visibility into payment terms, credit approvals, and opportunity records. * Supply chain efficiency improved, with access to shipment information directly linked to opportunities. * Comprehensive reporting and dashboards provide leadership with full visibility into the business. Jamie Lewis praised the impact: "West Coast Consulting did an excellent job of digitally transforming our complex sales and fulfillment processes in an amazingly short time. With the reports and dashboards they created, we now have excellent visibility into our business." Outset Medical's partnership with West Coast Consulting demonstrates how the right technology strategy, combined with expert guidance, can transform complex processes, accelerate growth, and empower teams across an organization. By integrating Salesforce Sales Cloud with ERP, Outset Medical now operates with greater efficiency, visibility, and confidence, ensuring its innovative Tablo system reaches patients faster and more reliably than ever. Contact West Coast Consulting Group today to schedule a personalized consultation. You can email West Coast Consulting Group at [email protected] or call West Coast Consulting Group at 415-626-3493. #medicaldevicecompany #bayareaconsultants #healthcareconsultants #westcoastconsultinggroup #westcoastconsulting #salesforce #ai 355 Bryant Street #202 San Francisco, CA 94107 (415) 626-3493

Outset Medical, a medical technology company specialising in dialysis technology, reported fourth quarter revenue of $28.9 million, bringing full-year 2025 revenue to $119.5 million, a 5% increase over 2024. Recurring revenue from Tablo consumables and services grew 6% to $88.7 million. The company's gross margin expanded nearly 600 basis points in the fourth quarter to 42.4%, whilst full-year gross margin reached 39.1%, up from 33.9% in 2024. Net cash used in operations improved significantly to $46 million compared to $116 million in 2024, with year-end cash totalling $173 million. Outset received FDA clearance for its next-generation Tablo platform, expected to launch in the second quarter. The company provided 2026 revenue guidance of $125 million to $130 million.

Outset Medical has received FDA 510(k) clearance for its next-generation Tablo haemodialysis system, complying with the agency's June 2025 cybersecurity guidance for medical devices. The company is the first dialysis manufacturer to meet this standard. The updated system features enhanced operating system, software and hardware to improve reliability and performance in hospital and home settings. It includes enterprise-level cybersecurity across all layers and a more durable exterior design for healthcare environments. Deployed in over 1,000 US healthcare facilities, the Tablo platform integrates water purification with on-demand dialysate production and connects with electronic medical record systems. Outset Medical plans to begin shipping the upgraded platform in the second quarter of 2026, with existing customers gaining access to enhanced cybersecurity features.