Introduction

INTEGRA Biosciences is a leading provider in the laboratory instrumentation field, dedicated to developing high-quality and reliable tools for liquid handling and media preparation. With a mission to enhance the productivity and accuracy of life science research, INTEGRA offers a comprehensive range of products designed to meet the diverse needs of laboratories worldwide.

INTEGRA’s customers depend on the ability to source products easily and seamlessly, so PunchOut capabilities and wider eCommerce integration is an important part of INTEGRA’s sales process. INTEGRA partnered with TradeCentric, the leader in B2B Connected Commerce, to implement integration capabilities.  

Challenge

Until recently, the majority of INTEGRA’s B2B sales came through email, phone calls, the company’s own web shop or direct interactions with sales representatives. The concept of an online catalog, integrated with the buyer’s procurement platform, was unfamiliar territory.

As a growing number of customers requested the ability to order directly from their eProcurement solution via PunchOut catalogs, INTEGRA evolved its sales strategy to keep pace with customer expectations of B2B eCommerce purchasing. A majority of INTEGRA’s clients leverage major procurement platforms such as Coupa and Jaggaer, and each instance requires its own processes and approaches.

INTEGRA recognized the critical role integration plays in providing customers with easy access to their products as well as enabling their sales and marketing teams to interface directly with the product range. However, there was a lack of necessary in-house expertise to build these capabilities with the required speed and flexibility, so they sought an integration partner. 

Solution

The INTEGRA team considered several potential integration partners, and ultimately chose TradeCentric because of their extensive expertise and experience of integrating with the eCommerce platform INTEGRA was using at that time.

INTEGRA leveraged TradeCentric’s proprietary Trading Partner Analysis to identify which buyers might be the easiest to implement. This analysis helps determine customers and industries that are already transacting in the TradeCentric network, saving time and effort in targeting the right buyers to integrate with.

When INTEGRA migrated to a different eCommerce platform soon afterwards, TradeCentric’s collaborative approach and broad platform expertise helped to streamline the partnership between the companies.

Implementing PunchOut catalogs with clients has led directly to an uptick in sales, simply by offering buyers greater visibility and ease of ordering.

“It’s given us access to 300 small biotechs. We had existing business with about half of them, but now it’s given us a platform to reach a much wider customer base. I’m really excited to leverage that so that we can directly reach more customers.”

Francesca Chang
Senior VP of Sales at INTEGRA

INTEGRA has gained valuable lessons in their B2B Connected Commerce journey. By leveraging insights from the Trading Partner Analysis and engaging early with prospects, they have developed a better understanding of the size and complexity of each potential integration. This approach has helped them make more informed implementation choices.

One strategy INTEGRA has adopted is starting with smaller, more straightforward implementations to create momentum, deliver early value and build confidence in the process. For INTEGRA, this is more effective than starting with larger clients that often have more complex and bespoke integrations.   

Result

INTEGRA looks forward to building on these lessons and furthering their partnership with TradeCentric to maximize value for their customers and continue to be a leader in the life sciences space.

The TradeCentric Platform has helped INTEGRA achieve:

• Access to reach new prospective customers  
• Optimized buying experience   
• Increased sales growth   

About INTEGRA Biosciences

INTEGRA Biosciences (https://www.integra-biosciences.com) is a leading provider of high-quality laboratory tools and consumables for liquid handling. The company is committed to creating innovative solutions which fulfil the needs of its customers in research, diagnostics and quality control within the life sciences markets and medical sector. INTEGRA’s engineering and production teams in Zizers, Switzerland and Hudson, NH, USA, strive to develop and manufacture instruments and consumables of outstanding quality. Today, INTEGRA’s innovative laboratory products are widely used all around the world where they help scientists accelerate scientific discovery. INTEGRA is an ISO 9001 certified company.