Industry-Specific

LIS to CRM integration

Connect your laboratory information system to your CRM so the commercial team can see ordering clients, test volume, and account trends without opening the lab system. No exporting order reports, no reps flying blind on which clients are growing or slipping, no lab activity disconnected from the relationships that drive it.

Platforms Salesforce Dendi LIS

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The problem it solves

Why organizations implement this integration

Labs typically implement LIS to CRM integration when the commercial team managing ordering-client relationships has no visibility into what is actually happening in the lab system. Common triggers include:

Ordering clients live in the LIS while the sales team works in the CRM, so account relationships and lab activity are managed in separate systems
Reps cannot see test order volume or trends, so they do not know which clients are growing, steady, or declining
A drop in a client's ordering goes unnoticed until the account is already at risk or lost
New ordering clients start sending samples with no structured onboarding or account ownership in the CRM
Leadership cannot measure sales performance against actual lab volume because the two data sets never come together

This integration gives the commercial team account-level visibility into lab activity while keeping patient and clinical data in the LIS.

How it works

What connects to what

LIS to CRM syncs the account-level and operational data the commercial team needs from the lab system into the CRM. Ordering clients map to CRM accounts, test order volume and trends attach to those accounts, and changes in activity can trigger alerts and workflows. The sync is deliberately scoped to commercial data so patient results and protected clinical information stay in the LIS, while the CRM holds the client relationship and order-activity picture.

Integration eligibility may depend on your subscription tier for certain platforms. We confirm requirements during scoping.

What this integration enables

Common use cases

Ordering clients as CRM accounts

Physicians, practices, and facilities that order tests appear as accounts in the CRM, so the commercial team manages every ordering relationship in one place.

Order volume on the account

Test order counts and trends from the LIS surface on the account record, so reps can see which clients are growing, steady, or slipping.

At-risk account flagging

A drop in order volume can trigger an alert or task, so the team acts on a declining client before the business is lost.

New ordering client onboarding

When a new client starts ordering in the LIS, the CRM can create the account and kick off an onboarding workflow automatically.

Sales territory and rep reporting

Order activity ties to the assigned rep and territory, so the lab can measure sales performance against actual lab volume.

Commercial data without clinical data

The integration syncs the operational and account-level data the commercial team needs, keeping patient results and protected clinical data in the LIS.

Why WhiteRock

The integration is the easy part. Making it fit how your team actually sells is the work, and that’s what we do.

Scoped to your process

We map what actually needs to connect and build around how your team works, not a generic off-the-shelf sync.

Salesforce & HubSpot specialists

RevOps is what we do. We implement and optimize both platforms for mid-market B2B teams every day.

Built, tested, validated

Every integration is QA’d against real scenarios before launch, so you can trust the data landing in your CRM.

Common questions

LIS to CRM integration: FAQ

What does LIS to CRM integration actually do?

It connects your laboratory information system to your CRM so that ordering clients appear as accounts and their test order volume and trends surface on those accounts. This gives the commercial team visibility into lab activity, letting them manage client relationships, spot at-risk accounts, and report on performance without working inside the lab system.

Does Dendi LIS integrate with Salesforce?

Dendi LIS is an API-forward laboratory information system, which allows account and order data to sync with a CRM like Salesforce. Because what you sync and how it maps to CRM accounts depends on your lab's structure and commercial process, the scope and field mapping are defined during the integration build rather than being a fixed connector.

How does this integration handle patient and clinical data?

The integration is scoped to the commercial and operational data the sales team needs, such as ordering client, order volume, and account trends, while patient results and protected clinical data stay in the LIS. Deciding exactly what moves and what stays is part of designing the integration. WhiteRock is not a legal or compliance advisor, so your organization should confirm any arrangement meets its own regulatory obligations.

Can a drop in order volume trigger an alert?

Yes. Once order volume syncs to the account, a decline against a client's normal pattern can trigger a task or notify the account owner. Catching a slipping client early is often the entire reason a lab connects its LIS to the CRM, because a quiet drop in orders is easy to miss until the revenue is already gone.

Can the integration help onboard new ordering clients?

Yes. When a new client begins ordering in the LIS, the CRM can create the account and start an onboarding workflow, assigning an owner and triggering the steps a new client should go through. This ensures new ordering relationships get structured attention instead of simply appearing as sample volume with no owner.

Delivered through the WhiteRock Integration Solution

Ready to give your commercial team visibility into lab activity?

WhiteRock scopes, builds, and validates CRM integrations as part of our Integration Solution. Start with a strategy session to map out what needs to connect and how.

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