AT A GLANCE
Customer: Withings Health Solutions
Industry: Health Technology / Consumer Electronics (B2B division)
Team Size: 40-person B2B division
Engagement Type: On-Demand Sales & Marketing Operations Expertise
Challenge: Excessive admin time, fragmented processes, and no internal Salesforce or RevOps expertise
Solution: Salesforce admin and optimization, lead management improvements, scalable RevOps strategy
Impact: Faster reporting, efficient lead management, better outreach, and more time for high-impact activities
The Context
Limited resources and growing complexity straining sales and marketing efficiency
Withings Health Solutions is the B2B division of Withings, a global leader in connected health technology. The Health Solutions team works with health systems and digital health programs to provide connected devices that enable patients to collect vital data from home, giving care teams real-time access to critical information.
While Withings Health Solutions benefited from the brand’s consumer market success, the B2B division operated like a startup—small, agile, and focused on growth. The team was investing in new outbound strategies and wanted to prove the ROI of their sales and marketing efforts.
However, limited RevOps and Salesforce capacity created friction. Sales and marketing managers were spending excessive time troubleshooting technical issues, managing manual processes, and searching for solutions instead of focusing on outreach, customer engagement, and strategy.
Disconnected data sources and outdated reporting methods made it difficult to track performance and demonstrate the impact of their initiatives. Previous attempts to work with a low-cost RevOps provider failed due to lack of responsiveness and expertise.
The Challenge
Admin burdens, process gaps, and no clear RevOps strategy
As the business grew, operational inefficiencies became more pronounced. Without a dedicated Salesforce administrator or RevOps expert, technical tasks fell to sales and marketing managers—distracting them from their core responsibilities.
Manual reporting was time-consuming and error-prone. The absence of scalable processes and best practices led to decision fatigue and reactive problem-solving. Previous consulting partnerships had not delivered the level of support or expertise Withings required. To continue scaling effectively, Withings needed both a strategic RevOps roadmap and expert execution support.
Key issues
No internal Salesforce admin: Sales and marketing managers were handling technical admin tasks
Manual tracking: Reporting and lead management required time-consuming workarounds in Excel
Data inconsistencies: Poor data hygiene made reporting unreliable and difficult
Lack of RevOps best practices: No expertise for designing efficient workflows or tracking methods
Decision fatigue: Managers were overwhelmed by complex technical choices without expert guidance
Ineffective prior provider: Previous low-cost RevOps solution lacked responsiveness and strategic insight
The Iceberg Approach
Provide strategic RevOps leadership and hands-on Salesforce support
Withings partnered with Iceberg to modernize their sales and marketing operations, reduce admin burdens, and implement best-practice processes tailored to their growth goals.
What we delivered:
Salesforce Administration and Optimization
- Assumed Salesforce admin responsibilities, resolving technical issues and implementing updates
- Cleaned data and enhanced dashboards for up-to-date, actionable reporting
- Customized Salesforce to meet Withings’ unique business needs
RevOps Strategy and Process Design
- Designed efficient lead management and follow-up workflows
- Advised on segmentation, outreach tools, and industry best practices
- Offered strategic guidance to streamline operations and reduce decision fatigue
Training and Documentation
- Delivered comprehensive training for the Withings team
- Provided detailed process documentation to support future scalability
- Positioned the team to maintain and evolve their systems confidently
The Results
Time savings and operational improvements that drive growth
Beyond handling technical execution, Iceberg provided valuable advisory support that helped the Withings Health Solutions team make informed operational decisions with confidence. With Iceberg’s support, the team quickly began to see meaningful time savings and operational improvements.
KEY WINS
Faster reporting with Salesforce analysis that now takes minutes instead of hours
Improved lead follow-up through streamlined post-event processes and quicker outreach
Stronger engagement driven by segmentation and outreach tools that boost performance
Higher-impact work as sales and marketing spend more time on growth, less on admin
Better decision-making enabled by real-time data insights across teams
Reduced stress thanks to Iceberg’s proactive support and reliable system oversight
