Value-Based Care Is Changing Fast. Is Your Digital Infrastructure Ready?

5 Clear Signs It’s Time to Transform with Salesforce Health Cloud

Value-based care is reshaping how healthcare organizations deliver outcomes and earn reimbursement. For Accountable Care Organizations (ACOs), specialty networks, and regional providers, success now depends on how well they can coordinate care, close gaps, and track quality performance.

The challenge? Most mid-market healthcare organizations still rely on disconnected systems built for fee-for-service operations. EHRs, billing, and patient engagement tools rarely speak to each other. Data silos and manual processes create blind spots that slow care teams down.

Digital transformation isn’t about buying new technology, it’s about creating a connected ecosystem that aligns clinical, operational, and engagement workflows. That’s where Salesforce Health Cloud, supported by a discovery-driven approach, becomes the orchestration layer tying everything together.

Why Discovery Comes Before Deployment

Every healthcare system has a unique mix of technologies and objectives. One organization may depend on Athenahealth for EHR, another on Epic or eClinicalWorks. Some manage outreach in spreadsheets; others use standalone marketing tools.

Before implementing anything, leaders must understand their current ecosystem:

• How data flows between EHR, billing, and outreach platforms

• Where manual work still exists in scheduling, care gap tracking, or reporting

• Which teams rely on email or spreadsheets instead of automated workflows

  
  

A discovery-first engagement surfaces these realities and identifies how Salesforce can integrate, not replace the systems that already work.

What the Typical Mid-Market Healthcare Ecosystem Looks Like

A mature, Salesforce-enabled healthcare environment usually includes:

Layer	Example Systems	Role
Clinical Core	Epic, Cerner, Athenahealth	Source of truth for patient encounters, medications, and lab data
Integration Layer	MuleSoft or HL7/FHIR APIs	Connects EHR, claims, scheduling, and outreach systems
Salesforce Core	Health Cloud, Service Cloud, Experience Cloud	Care coordination, case management, portals, and referrals
Engagement Layer	Marketing Cloud, Twilio, Formstack	Patient education, outreach, reminders, and digital forms
Analytics & Reporting	Tableau CRM, Redshift, Snowflake	Quality metrics, population health analytics, cost dashboards
Security & Identity	Okta, Azure AD	SSO and HIPAA compliance

Salesforce sits at the center, not as a replacement for the EHR, but as the command center for coordination, communication, and insight.

 Signs Your Organization Is Ready for Salesforce Transformation

1. Data Is Fragmented Across Too Many Systems

If your care teams are reconciling patient information from multiple sources, your organization is losing time and accuracy. Salesforce Health Cloud can unify patient data into a 360-degree view while MuleSoft or FHIR connectors synchronize updates from your EHR and billing systems.

Discovery helps identify which integrations matter most and how to make data truly actionable.

2. Reporting Still Depends on Spreadsheets

Manual reporting for quality, compliance, or utilization is a red flag. Using Salesforce and Tableau CRM, organizations can automate dashboards that pull directly from clinical and operational systems.

A discovery review reveals what’s missing, whether it’s data fields, metric definitions, or automation triggers, so your reporting aligns with CMS and value-based requirements.

3. Care Gaps Persist Despite Technology Investments

If your quality scores or gap closure rates aren’t improving, the problem may be workflow design rather than data access. Salesforce Health Cloud automates care gap identification, assigns follow-ups, and tracks closure progress.

Discovery helps map how tasks move between the EHR, CRM, and outreach platforms to ensure teams act on the right information at the right time.

4. Care Team Collaboration Feels Disconnected

When case managers, nurses, and PCPs work in separate systems, communication breaks down. Some organizations need shared work queues in Health Cloud; others require secure provider portals in Experience Cloud.

By analyzing team structures and communication channels, discovery ensures Salesforce solutions enhance collaboration instead of adding complexity.

5. Scaling Quality Programs Is Slow and Costly

Adding new ACO contracts or launching population health initiatives shouldn’t require rebuilding data pipelines. Discovery clarifies which pieces of your architecture can scale easily and where automation or modular design can help.

The result is an ecosystem that supports new programs without major rework, whether through pre-built Salesforce packages or custom flows.

Our Discovery-First Approach

Technology should fit your operations, not force new ones. Our typical engagement includes:

1. Stakeholder Interviews – Understand goals, metrics, and pain points

2. Technology Review – Assess your EHR, billing, analytics, and engagement tools

3. Workflow Mapping – Visualize current and desired processes

4. Gap Analysis – Identify readiness and improvement opportunities

5. Solution Blueprint – Recommend pre-built, packaged, or custom Salesforce components

   
   

This method creates a roadmap that aligns transformation efforts with your real-world architecture and business outcomes.

Pathways Forward

• Pre-Built Accelerators – Fastest route to value for patient 360 and case management

• AppExchange Packages – Extend capabilities using proven healthcare add-ons

• Custom Solutions – Tailor automation, integrations, and workflows to your environment

  
  

Transformation is not about one system replacing another. It’s about creating a connected, adaptable ecosystem that delivers measurable improvements in patient outcomes and operational performance.

Real-World Success: From Discovery to Impact

A regional ACO approached us to improve care gap closure. Their EHR and outreach tools didn’t communicate, forcing staff to manage follow-ups manually.

After discovery, we built a Salesforce-based care management solution integrated with their existing data flow. Within months, the organization saw:

• 22% faster gap closure for high-risk patients

• 30% less time spent on manual tracking

• Improved compliance reporting and quality incentives

  
  

The difference came from aligning their ecosystem first, not from implementing technology in isolation.

Next Steps

The move to value-based care is accelerating, and digital readiness is becoming a strategic advantage. Before investing in new platforms, ensure your organization’s architecture and workflows are ready to support connected care.

Schedule a Discovery Session to:

• Assess your current systems and data flows

• Identify integration priorities and workflow opportunities

• Build a roadmap that connects your ecosystem through Salesforce

Conclusion

Digital transformation succeeds when technology fits the ecosystem you already have. For mid-market healthcare organizations, Salesforce Health Cloud serves as the orchestration layer between EHRs, analytics, and engagement platforms, helping teams work smarter, respond faster, and deliver measurable outcomes in value-based care.

The real transformation begins with understanding your foundation.