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From Analog to Digital: Migrating to Salesforce

In 2014, I worked with a sales team for a B2B manufacturer to expand, track, and retain the organization’s customer base. In an effort to improve operational efficiency, I was in charge of implementing the company’s Salesforce (SaaS) platform.

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Change Management

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Learning & Development

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Technology Solutions

The Business Challenge

The B2B manufacturer managed product and project lifecycles using the QAD (ERP) platform, but did not have an integrated process or platform for managing sales and marketing efforts supporting client projects. This created issues for forecasting resources for manufacturing operations and anticipating monthly revenue for the organization. Subsequently the customer experience was also lacking a comprehensive record of communication between business points of contact and the customer, as projects progressed through the manufacturing lifecycle.

The Solution

Salesforce was implemented with the Outside Sales, Inside Sales, and Engineering teams, who were onboarded using a change management program to transition away from personal hard copy notebooks to a transparent, collaborative online solution with full picture account information.

Actions Taken

  • Migrated and updated existing account information to Salesforce platform
  • Built a customer leads funnel for targeted marketing campaigns
  •  Designed and delivered a training program and change management plan for sales and engineering teams on the use of Salesforce for account management
  • Built an executive dashboard for monitoring business health; showing the project pipeline for lead generation, prototypes, standard orders, customer orders, and completed orders by timeframe.
  • Wrote a business case to address the limitations of using an on prem ERP system and the benefits of integrating cloud-based CRM and ERP platforms.
More Work

Results Delivered

  • Streamlined quarterly business review meetings
  • Improved financial forecasting accuracy by 70%
  • Delivered full adoption of the Salesforce platform within a 15 month timeframe.