Decentralized Data and Manual Processes
ADS brokers are firms that specialize in dental practice appraisals, brokerage and sales services to dental practitioners at every stage of their professional careers. There are 26 ADS brokers in the United States.
ADS Texas was the first to implement Salesforce.com and helped to pave the way by allowing their customizations to be used in a shared package that about half of the brokers are using today. The package allows for easy integration with websites and has continued to be improved and enhanced, including support for Medical and Veterinary practice brokers.
However, their operational processes were far from united. Lacking a central system, each brokerage operated in a silo, resulting in fragmented data, redundant manual entry, and a lack of visibility into the collective sales pipeline. The inefficiency was a direct obstacle to growth, making strategic planning nearly impossible.
Data was scattered and inconsistent, making it difficult to automate business processes or gain meaningful insights into leads and opportunities. Key systems like websites and marketing platforms were disconnected, forcing brokers to waste valuable time on manual data synchronization.
Most importantly, there was no scalable system that all ADS brokers could adopt to leverage shared successes and drive network-wide growth.
A Private AppExchange Package for the Entire ADS Network
To overcome these hurdles, ADS Texas took the lead by partnering with KMS Technology to design a solution that would serve not only its own needs, but also those of the entire 26-broker network. The objective was to build a robust, replicable system on Salesforce explicitly designed for the nuanced world of practice brokerage.
We developed a private AppExchange package built on Salesforce, creating a powerful, replicable system to meet the specific needs of practice brokerage.
1. Customizing Salesforce
KMS began by mapping the unique workflows and pain points of ADS Texas, focusing on the specific stages, approvals, and documentation critical to dental practice transactions. This included custom objects for practice listings, seller and buyer profiles, as well as industry-specific fields like practice specialty, location, and financial metrics.
By incorporating these into Salesforce and converting them into configurable templates, other ADS brokers can instantly tailor the system for their local markets, thereby reducing onboarding time and costs.
2. Automating the Buyer Journey
Our team engineered robust automations across the journey for both sellers and buyers, from digital intake forms that instantly create new lead profiles to smart workflows that route agreements for e-signature and compliance checks. New leads are automatically profiled, agreements are managed digitally, and interested buyers receive instant notifications for new listings that match their criteria, ensuring no opportunity is missed.
A new seller can submit their information online, triggering an automated checklist for the broker. Meanwhile, buyers who match the seller’s profile are immediately notified of the new listing, thereby accelerating deal velocity.
3. Integrating Websites
We built custom integrations to sync listing data between broker websites and Salesforce. This made Salesforce the central hub for all data entry and reporting, eliminating duplicate work and ensuring information is always up-to-date across all platforms.
4. Enhancing Lead and Opportunity Management
KMS extended Salesforce’s core Leads and Opportunities objects with granular, industry-specific tracking like practice types, buyer funding sources, timeline to close, and even practice transition plans. Dashboards display not only open deals, but also context such as buyer engagement frequency, document status, and marketing campaign attribution.
Brokers gain a true 360-degree view of the entire sales pipeline, providing them with powerful insights to prioritize high-potential buyers, identify at-risk transactions, and maximize conversion rates.
5. Delivering Actionable Business Intelligence
Rather than generic reporting, the KMS team delivered custom dashboards tracking everything from average deal size and time-to-close, to marketing campaign ROI and referral sources. Brokers use interactive, real-time analytics to monitor team performance, project revenue, and spot bottlenecks long before they impact results.
Leadership can now forecast revenue across the network with 50% greater accuracy and drill into the health of their pipeline by region, broker, or specialty, improving business visibility and strategic decision-making.
Building Network-Wide Success with KMS
The partnership with KMS armed ADS brokers with a modern, streamlined platform that replaced fragmented processes with powerful automation. The custom AppExchange solution empowered individual brokers to work more efficiently while providing the entire network with a scalable model for success.
The platform delivered a 35% increase in user productivity and a 25% increase in sales and revenue. With centralized data and robust reporting, revenue forecasting accuracy improved by an incredible 50%.
“With KMS’s help, Salesforce has been a great tool for us and has allowed our business to grow by making our users more productive through process automation. It integrates with our marketing platform and website to make managing leads and campaigns easier, which has led to more deals.”
By building a solution for one and designing it for all, KMS delivered the strategic expertise needed to not only drive growth for ADS Texas but also to pave the way for the entire ADS network to modernize and thrive.