What’s Inside?
- Centralization of B2B client and prospect data into a single Salesforce CRM platform.
- Implementation of Salesforce Maps to optimize and visualize field sales representative routes.
- Integration with external ERP and document management systems for streamlined operations.
Context
A leading wood importer and manufacturer in Reunion Island, operating since 1989, specializes in the selection, transformation, and B2B commercialization of wood products. To modernize their operations, they initiated a digital transformation project centered around a new CRM platform to simplify client communications and improve field sales efficiency.
Challenges
The client needed to eliminate information silos to facilitate smoother exchanges with their customer base. A significant secondary challenge was the lack of an organized system for their sales representatives on the road. They needed a solution to geographically structure sales tours and track client visit frequencies efficiently to ensure no sales opportunities were missed.
The Solution
We deployed a tailored Salesforce environment utilizing Salesforce Sales Cloud as the core CRM. This ecosystem was enhanced with Pardot for B2B marketing automation and Salesforce Maps for advanced territorial planning and route optimization.
Our Contribution
Our experts handled the end-to-end delivery using an Agile methodology, including:
- Designing and configuring the complete Salesforce architecture, complete with custom developments.
- Developing an automated alert system based on client and prospect visit frequencies.
- Integrating the CRM with critical external systems, including their ERP, document management (GED), and appointment booking tools.
- Providing comprehensive user training, documentation, and go-live support to ensure smooth adoption.
Benefits
The new ecosystem drastically improved operational efficiency for the client. Key benefits included:
- A centralized, single source of truth for all client and prospect information.
- Customized dashboards providing actionable insights for both sales representatives and management.
- Real-time geographical visualization of the sales fleet with visual indicators for visit statuses.
- Highly optimized sales routes, saving time and increasing field productivity.
Key Figures & Dates
- Project duration: 09/2020 – 02/2021
- Workload: 100 Days
- Impact: 15 users
