“Data-Driven Decisions, Right Tools for Faster Execution, Equals Growth”
Customer & Engagement Brief
Established in 1939, customer is a prominent player in the specialty chemicals market across India and the Asia-Pacific region. As a limited company, they operate multiple manufacturing plants situated in Karnataka and Maharashtra. Customer is a subsidiary of a large conglomerate with diverse holdings including NGOs, educational institutions, biorefineries, and agricultural research companies.
Specialities: Sugar, Bulk Organic Chemicals, Speciality Chemicals, Wax, Organic fertilizers, and Renewable energy.
Automated and Optimized Sales Process by harnessing the power of Salesforce Sales Cloud, Digitized Dealer/Distributor relationship, and empowered leadership team with Real-time Data-driven decision making
Challenges
- Using a homegrown CRM with basic functionality.
Lacking scalability & adaptability to evolving business needs and system integrations (SAP ERP). - High volume of sales enquiries. Existing CRM wasn’t intuitive enough to raise alerts on enquiries pending to be addressed & tracking statuses was difficult.
- Approvals were handled over emails, led to delay
- Customer data was fragmented across different tools including Excel, personal diaries, homegrown CRM, creating inefficiencies in data management.
- Sales campaigns and ROIs are manually run and tracked on excel
- Costing sheets, Products, Pricing were manually filled, leading to high volume of errors at Quoting & Invoicing.
- Minimal visibility, lack of reporting tools, delayed
actions, business analytics missing - Lack of insights into the forecasting for production planning and procurements
- Dealer and Distributor management were manual and consuming lot of time & resources
Solutions
- Implemented Salesforce Sales Cloud following Industry best practices and guided selling methodologies
- Customized Sales processes for Long-term and
Short-term Sales Cycles based on varying products - Standardized Product Master & Price Book
- Optimised quoting and discounting process, quote
version management and built an approval mechanism - Migrated old data and established new data-strategies
- Integrated Sales Cloud with SAP ERP for Invoicing and Order processing
- Built Reports and Dashboards for Sales Team, Managers and Leadership in line with their KPIs/ KRAs
- Built customized Partner Portal to manage
Dealer/Distributor relationships, with relevant reports and dashboards for Partners - Built advanced reports and dashboards on Tableau for leadership to track overall business performance
Results
- Standardized Sales Process for faster execution
- Enabled Sales Team to Work-on-the-Go with Salesforce Mobile App (see Dealer Relationships, track past and take new Orders, dispatch status, open invoices etc.)
- Streamlined data-flow between SF CRM & SAP ERP
- Improved control and monitoring on business activities
- Clear visibility of overall business performance via
Tableau Dashboards for; Finance Dashboards, Sales Dashboards, Production Planning, Product Performance, YoY, QoQ, MoM comparison - Faster order execution
- Digitized Dealer & Distributor Management: Custom built process for new enquiry submission & Order Management, Invoice & payment processing, Schemes & Promotions, Reports & Dashboards; monthly account statements, invoice ageing, pending payments, commissions, product sales by region