The large scale infra companies generates ample of sales and operational data, the process demands a centralized pool of sales data and an Intelligent lead management system that requires consistent lead tracking and distribution across Sales and Marketing. Salesforce CRM precisely delivers and standardizes key processes. Both managers and reps can easily monitor inquiries from prospects and efficiently route qualified leads to the right salespeople within the organization. The result is optimal lead management system that fulfills sales process objectives. Sales reps always have quick access to the hot leads.
The beauty of Salesforce.com encourages me to write my recent experience in Salesforce CRM implementation for a leading infrastructure company in India.
Major business challenges the client was facing are growing sales and marketing data.
Data and information management became crucial for them to track and make decisions. With its distributed operations and lack of collaboration among Sales organizations across India it became difficult to validate opportunities and measure marketing effectiveness.
Accurate and timely pipeline view, 360-degree customer information, and customized lead management practices became essential for them.
They selected Salesforce.com CRM based on our recommendation, and have leveraged our best practices to centralize customer information and standardize key processes across India.
Our solution comprises of multi-phase rollout of Sales, Marketing automation and realign internal processes like PIF (Project Information form), OMD, JAF (Job acceptance form) with Java middleware as an integration to showcase Quote’s with versions.
With our solution their main business functions and sub-units have been automated. And with the centralized visibility they will be now able to track expenses incurred for their various units like overseas travel, monthly conveyance, local conveyance, communication and fixed expenses across their distributed offices in India.
Using Apex code, we have built a custom object to manage all their leads, customer subscriptions, customized lead status to extend funnel stages and also implemented tailored lead qualification processes for their different segments.
With the robust “forecasting” feature they were able to see future sales projections and accomplishments, which also helps management to have the visibility into region wise expenses.
This implementation was a complete marketing automation right from leads captured via various channels like campaigns, events to budgeting and metrics.
Integrating with Java Middleware made easy to upload Quotes directly from Engineering department’s output and maintain versions. Also a centralized online projection brings greater transparency to the users as they can directly access their budget form, and this helps management to understand Budget VS Actual results.
The main objectives of saving time, money and sales automation has been met with minimal implementation efforts. If you are an Infrastructure company facing similar challenges, Salesforce team at Bodhtree can help you move in the right direction, please let us know your current challenges and we would like to provide you a robust solution.