Background
The VP Business Development of this mid-market engineering & testing client needed a sales enablement platform. The solution needed to integrate Marketing, Inside Sales, Field Sales, Sales Operations and an in-house ERP so that they could get Customer 360 insights, pipeline and forecast.
Hurdles
The company had in-house ERP and Marketing tool that were not connected to their existing Salesforce.com. The company needed an end to end Marketing & Sales process formalizing implemented and adopted.
Goals
Define and implement process across sales lifecycle, and optimize Salesforce.com to integrate two systems.
Deliverables
- End to End Business Process Mapping
- Marketing Integration
- ERP Integration
- Sales Implementation (Salesforce)
- Sales Management Reporting (Salesforce)
- Sales Operations (Salesforce)
Applied Experience
- More than 30 years of experience with CRMs
- Worked with Salesforce.com for 20 years
- Over 100 implementations from 2 to 3,500 users
The Return on Investment
Work Smarter
By defining a lead to project initiation sales & sales management process and implementing it in Salesforce.com the sales team can use one system for all their work, eliminating double entry & saving them time.
Manage Better
We integrated ERP (Projects) and Marketing which created one customer database for great reporting. We enabled data driven management of Inside Sales, Field Sales, Sales Strategy & Account Management.
Grow Faster
By focusing the team on prioritized opportunities, making communications easier and management data driven, the client now executes their sales strategy end to end on Salesforce.com.