What’s Inside?
- Implementation of Salesforce Sales Cloud to manage financial proposals and product catalogs.
- Automation of dynamic pricing adjustments based on market conditions and specific product technicalities.
- Seamless integration with the SAP back-office and dematerialization of contractual documents.
Context
A global leader in steel production and mining, with an industrial footprint in 19 countries and a presence in 60 countries, initiated this project to enhance its sales operations. The group serves as the premier supplier of quality steel for major sectors of activity such as automotive, construction, energy, and packaging.
Challenges
To maintain its competitive edge and operational efficiency, the client needed a robust system to pilot the financial proposals created for each customer. Furthermore, it was critical for the organization to dynamically adjust its pricing structures according to rapidly changing market conditions.
The Solution
The chosen solution was the deployment of Salesforce Sales Cloud. This core platform was implemented to manage offers and integrate smoothly with the existing back-office systems.
Our Contribution
We supported the digital transformation by conducting on-site workshops and managing the design, construction, and configuration of the solution. Our technical teams handled product catalog management and executed custom Apex and Visualforce development. The project also included a Lightning migration and the setup of a Gitlab repository. We successfully integrated the CRM with the SAP back-office and developed a specialized webservice to calculate minimum and maximum prices based on technical product specifications. Additionally, we configured approval processes, automated the generation of PDF and Excel documents, and provided dedicated support during user acceptance testing.
Benefits
The implementation delivered a complete historical record of all transactions and offers made over the year, categorized by client and product. Pricing is now adapted closely to market conditions and product specifics, allowing for real-time adjustments to offers based on customer demands. Ultimately, this resulted in improved overall profitability and the successful dematerialization of administrative and contractual documents.
Key Figures & Dates
- Project duration: 2016 – Ongoing
- Workload: 650 man-days annually
- Impact: >880 users
