Bigin powers Vezeeta's B2B sales division and fuels digital healthcare growth

The company

Vezeeta is the leading healthcare platform in the MENA region, operating across Egypt, KSA, Jordan, Kenya, Nigeria, and Lebanon. Since its inception in 2012, the platform has connected millions of patients (over 10 million annually) to a wide network of healthcare providers, including doctors, clinics, laboratories, and scan centers.

While Vezeeta's core business has long been B2C—enabling patients to search, compare, and book healthcare services—the company also offers innovative programs like Shamel ("inclusive" in Arabic). Shamel is an annual digital subscription that offers major discounts on all healthcare services. It is available for both individuals and enterprises of all sizes, enabling employers to provide affordable healthcare benefits to their teams while remaining accessible directly to consumers.

The challenge

Launching Shamel in the B2B space introduced a new set of operational demands for Vezeeta. Shamel B2B sales process required the following:

• A dedicated pipeline to manage the entire sales lifecycle—from lead generation to deal closure
• Easier integration with lead generation tools like Apollo.io, LinkedIn Sales Navigator, and automation platforms
• A user-friendly CRM that non-technical sales teams could update in real time from both the web and mobile devices

Initially, Youssef Medhat—Vezeeta's Director of Operations and Customer Growth—evaluated and experimented with other solutions like Pipedrive, but it lacked integrations with their existing tools and didn't offer the user experience the team was looking for. He also considered HubSpot, but ruled it out due to excessive costs and overly complex features that didn't serve their immediate needs.

The solutions

While exploring Zoho's suite of applications, Medhat stumbled upon Bigin and quickly recognized its potential to simplify their B2B operations. The transition to Bigin was both swift and seamless, taking less than two weeks from initial evaluation to full implementation. They set up two pipelines:

• B2B sales pipeline: This pipeline handles the full sales journey, from initial outreach to product demos, negotiation, and closure. Each stage is clearly defined and helps move leads through a structured progression of stages: Lead In, Demo Scheduled, Negotiation, and Won/Lost.
   
• Pharmacy onboarding pipeline: Designed to streamline collaboration between the sales and operations teams, this pipeline ensures that the onboarding of new pharmacies into Vezeeta's network is efficient and well-coordinated.

Additionally, custom fields and stage transition rules ensure that mandatory data is filled in before a deal can move forward.

Automation is a core enabler for their operations. Email notifications alert managers when deals are moved into critical stages, which enables them to step in with timely interventions. Meanwhile, sales reps use the Bigin mobile app to make calls directly from contact records, log meeting notes, and schedule follow-ups. To complement this, the team uses Bigin's dashboards to monitor pipeline health, lead volume, team performance, and revenue forecasts in real time.

Lead generation is powered by a mix of Apollo.io, LinkedIn Sales Navigator, and other outreach tools. While incoming leads from webforms and email currently require manual entry, Vezeeta plans to fully adopt Bigin Forms to capture these leads directly into the CRM and tag them by source (LinkedIn, website, referral, etc.) for better marketing attribution.

Benefits and ROI

Although it's too early to compare revenue against previous tools, internal teams have already noted a marked improvement in productivity and quicker deal closures compared to the manual processes they used before.

Looking forward

Medhat's plans with Bigin don't end here. Over the coming months, the company aims to:

• Fully integrate Bigin Forms into lead generation workflows to eliminate manual entry and improve speed-to-contact.
• Expand Zoho ecosystem adoption, including Zoho Social for social media management and Zoho Webinar for virtual events.
• Explore deeper integrations between Bigin and existing marketing automation tools the sales team uses.