CRM Rollout - Case Study 1
Client: Construction Company - Riverside, CA
Annual Revenues: $10M
Project: Salesforce.com CRM Implementation & Process Optimization
The Challenge: Client’s CRM system was not scaling with their business. They needed to professionalize their business with a more robust solution that allowed them to better capture sales and operational processes, consolidate internal & customer communications on a single platform, allow portal access for outside sales team and third party origination partners, provide better enterprise level visibility, drive new marketing initiatives, and free up critical back office resources to focus more time and energy on strategic initiatives to increase revenue and market share.
The Solution: Salesforce.com Enterprise Edition with CRO’s FastTracker Rollout™
The Process:
The Result: Client’s CRM was converted from the old system to Salesforce.com enterprise platform in <30 days. The saleforce.com implementation has resulted in faster deal processing, enhanced communication both internally and with customers, operational efficiencies that are driving cost reductions of >$500,000 annually, greater transparency, and significantly improved visibility for executives and managers. Since everything now resides on a unified platform, anyone in the company can answer sales and customer questions about project status, outstanding items, and other critical information in real-time. Automation of reports and dashboards has freed up critical support staff (some of whom were spending up 50% of their time creating reports in Google sheets) to focus on higher value strategic initiatives to speed deal processing and drive growth. Consolidation of data in Saleforce.com has enabled more sophisticated marketing campaigns including email drips, newsletters, follow-up sales calls, and sales of additional products. This has allowed the company to further monetize its existing customer base even as it attracts new customers. Using CRO’s technical support services, the company has not had to hire additional IT staff to maintain saleforce.com further optimizing the cost savings they are experiencing as a result of professionalizing their throughput process.
ROI on dollars spent with CRO: 3,300% with an increase to the bottom line of over $500,000 annually.
Client: Construction Company - Riverside, CA
Annual Revenues: $10M
Project: Salesforce.com CRM Implementation & Process Optimization
The Challenge: Client’s CRM system was not scaling with their business. They needed to professionalize their business with a more robust solution that allowed them to better capture sales and operational processes, consolidate internal & customer communications on a single platform, allow portal access for outside sales team and third party origination partners, provide better enterprise level visibility, drive new marketing initiatives, and free up critical back office resources to focus more time and energy on strategic initiatives to increase revenue and market share.
The Solution: Salesforce.com Enterprise Edition with CRO’s FastTracker Rollout™
The Process:
- Begin with the end in mind. Capture & advise on:
- Sales workflow
- Operations workflow by product segment
- Current report schema
- Critical data schema
- User permissions/hierarchy (org chart)
- Product/Equipment offerings
- Extract all data from current CRM systems
- Rationalize data into master import file
- Configure SF.com data objects & Create field mapping template
- Import & de-dupe all data
- Configure user level permissions/hierarchies
- Configure ‘Chatter’ & Groups
- Configure operations fields for project mapping
- Build executive & operational dashboards
- Build department level reports working with stakeholders
- Draft & configure email templates for operational project updates
- Draft and configure email templates for sales updates
- Create online resource library of mission critical documents
- Create Operations “Standard Operations Manual” for training and reference purposes
- Onsite training for sales & operations teams
- Continuing end-user training via online screen sharing application
- Training for sales end users
- Training for managers (including how to build custom reports)
- Training for operations (including how to build custom reports)
- Ongoing configuration, advisory, and technical support
The Result: Client’s CRM was converted from the old system to Salesforce.com enterprise platform in <30 days. The saleforce.com implementation has resulted in faster deal processing, enhanced communication both internally and with customers, operational efficiencies that are driving cost reductions of >$500,000 annually, greater transparency, and significantly improved visibility for executives and managers. Since everything now resides on a unified platform, anyone in the company can answer sales and customer questions about project status, outstanding items, and other critical information in real-time. Automation of reports and dashboards has freed up critical support staff (some of whom were spending up 50% of their time creating reports in Google sheets) to focus on higher value strategic initiatives to speed deal processing and drive growth. Consolidation of data in Saleforce.com has enabled more sophisticated marketing campaigns including email drips, newsletters, follow-up sales calls, and sales of additional products. This has allowed the company to further monetize its existing customer base even as it attracts new customers. Using CRO’s technical support services, the company has not had to hire additional IT staff to maintain saleforce.com further optimizing the cost savings they are experiencing as a result of professionalizing their throughput process.
ROI on dollars spent with CRO: 3,300% with an increase to the bottom line of over $500,000 annually.
