Top 7 Salesforce Winter ‘21 Release Highlights

Top 7 Salesforce Winter '21 Release Highlights Blog

Who’s ready to turn the page on 2020? We’re with you, so let’s talk 2021… Specifically, Salesforce Winter ’21 Release highlights.

To help get you ready for the Winter ’21 Release (September 18 – Release Readiness Live! and October 10 & 17 – Release Weekends), Ad Victoriam’s certified consultants have poured through the latest Salesforce innovations across mobile, industry solutions, content management, AI, and more to highlight seven of the standout new features.

1. Break Up Your Record Details with Dynamic Forms

AdVic Note: Using the Lightning App Builder, Dynamic Forms now allows you to create mini-page layouts that can be placed anywhere. In addition, they can also be hidden on a per-user basis.

Salesforce Overview: Dynamic Forms is the next step in the evolution of Lightning record pages. It adds the ability to configure record detail fields and sections inside the Lightning App Builder. This feature, which is now generally available and enabled for everyone, includes some changes since the beta release.

Break Up Your Record Details with Dynamic Forms

2. Optimize the Opportunity Scoring Model

AdVic Notes: Available to the entire Salesforce community with the Winter ’21 Release, you now have the availability to exclude certain records – and ignore fields of your choosing – from the Einstein Opportunity Scoring model.

Salesforce Overview: Fine-tuning your scoring model can yield more accurate scores. When setting up Einstein Opportunity Scoring, you can choose to have Einstein look only at opportunities that meet certain conditions. Also, decide if you want Einstein to exclude any custom opportunity fields from the scoring model.

Optimize the Opportunity Scoring Model

3. Find Changed Deals at a Glance

AdVic Notes: Sales Managers who need to stay updated on the movement of deals will especially like this. Change to the Opportunity List views in Lightning allows users to see if Opportunity amounts or close dates have been changed. In addition, via the Forecasting tab, you now have the ability to update sales stages.

Salesforce Overview: Opportunity deal change highlights help your sales team prioritize work by showing recent changes to amounts and close dates. For example, knowing which deals changed helps sales managers with their weekly coaching sessions. In the opportunities list view and Kanban view, text colors and arrows indicate amounts and close dates that changed during the last seven days. And users can hover over an arrow to get details.

Find Changed Deals at a Glance

4. Apply Audiences to Record Detail Pages with Record-Based Criteria

AdVic Notes: Communities often require additional customization as they are external facing. This new update extends the customization to the record detail page which was previously only customizable through the use of record types.

Salesforce Overview: You can now vary what people see on a record detail page using audience criteria based on record fields. For example, you can display different theme layouts when someone is looking at a coffee machine or a box of tea, or different pages for high-value and low-value opportunities. Also, we moved record criteria from the advanced section into the main body of the editor, so you can easily combine it with user criteria to create custom formulas.

5. Display Survey Pages Based on Your Data

AdVic Notes: Do you use Salesforce Surveys? If so, you now have the ability to create unique customer journeys by defining which survey page they skip to next based on Salesforce data.

Salesforce Overview: Let data in your Salesforce org determine which survey page participants view next. Use variables to define conditions in your page branching logic. Use associated record merge field variables and participant record merge field variables to define field-level conditions. Use org variables to define conditions based on your org’s information. Use custom variables to define conditions based on values that you define.

Display Survey Pages Based on Your Data

6. Be More Efficient with the Actions Launcher Redesign

AdVic Note: This update brings more parity to the Field Service app between iOS and Android. This is a great step toward a more unified experience across the devices making training and troubleshooting easier.

Salesforce Overview: Working on iOS and Android is easier with the updated Actions launcher. The Actions launcher’s look and feel are now the same across platforms, giving users a consistent experience, no matter their device. Section headers make it faster to find what you’re looking for when navigating through action lists.

Be More Efficient with the Actions Launcher Redesign

7. Analyze Your Lightning Page Performance

AdVic Notes: Ever get a complaint about page loading speeds from a Lightning user? Salesforce has now given you the ability to see what components are the culprits causing this. Locate the “Analyze” button in the Lightning App builder to get suggestions for page loading speed improvements.

Salesforce Overview: Discover ways to make your record page perform better based on analysis right inside the Lightning App Builder. Performance Analysis in App Builder evaluates the fields, instances of the Related Lists component, and metadata of a record page. With the click of a button, get best practices and suggestions for improving page performance and the end-user experience.

Analyze Your Lightning Page Performance

 

If you need help implementing any of the Winter ’21 Releases, you need a partner with extensive knowledge, depth of experience, and proven customer success. The Ad Victoriam team is ready to help you figure out your needs now! Just fill out the form below, or click here.

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Multi-Cloud Solution Accelerates Sales & Advances Service Delivery

Multi-Cloud Solution Accelerates Sales & Advances Service Delivery

When the nation’s premier commercial refrigeration equipment manufacturer contacted Ad Victoriam for their much-needed technology solution, they were looking to fulfill a strategic plan that would ensure that they could shore-up their existing marketplace gaps, gain 360-degree data visibility, automate tasks, and increase their competitive edge.

In addition, this manufacturer wanted a unified sales and service management platform that integrated with their ERP and a robust eCommerce system.

What they needed – and the AdVic consulting team implemented for them – was a multi-cloud Salesforce® system.

The Salesforce Multi-Cloud System Solution

Our client’s multi-cloud system solution consisted of Salesforce’s Sales Cloud™, Service Cloud™, B2B Commerce™, and Pardot™(for executing marketing initiatives), plus integration with their ERP, CTI, payment gateway system, tax calculator, and Google Analytics.

Here’s an overview of what AdVic’s Salesforce multi-cloud solution accomplished for this manufacturer:

Sales Cloud

  • Eliminated email tracking of asset warranties and quotations with an integrated system where all reps can now view and manage customer purchases, warranties, and quotations.
  • Developed efficient lead capture and tracking methodology illuminating the potential business opportunities previously lost due to process gaps. Opportunity time tracking was implemented, expediting the quotation to close the process.

Service Cloud

  • Unified service team and processes on Service Console, enhancing consistent and higher quality customer service based on real-time, comprehensive data.
  • CTI integration propelled repair call processing by triggering account information and Milestones for SLA’s, upon call connection.
  • Built custom components to expose contractor location through a visual map, speeding dispatching based on proximity.

B2B Commerce

  • Replaced the manual order entry process with the implementation of a fully branded, device-responsive eCommerce store to drive sales.

Benefits of a Multi-Cloud Solution

Developing a multi-cloud approach can be a huge benefit for many businesses that rely on the cloud for critical parts of their technology infrastructure. Here are just a few of the benefits of a multi-cloud strategy.

  • A unified 360-degree view of your customer.
  • Interact with your customers via their preferred channels.
  • Reach your customers when they want to be reached.
  • Gain insights about the products your customers are buying and how they want to purchase them in the future.
  • Adapt better to your customers’ needs.
  • Flexibility and scalability
  • Robust security

And when it comes to the Salesforce Clouds, the possibilities to integrate them are endless and less challenging than using piecemealed systems. For instance, you can launch different processes from different clouds, plus it’s much easier to have them talk to each other.

Ad Victoriam’s multi-cloud Salesforce implementation and integration consultants empower organizations with custom planning that gets you the most out of your full suite of business applications. Think a multi-cloud strategy will work for your business? Let’s find out! Simply fill out the brief form below, or contact us here.

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Becoming a B Corp Helped AdVic Do This

Becoming a B Corp Helped Ad Vic Do This

Four UGA MBA Candidates, eight employees, and a business plan in hand. This was all we had back in January 2016 when we crafted our company vision, and it was then that we started working on our B Corp certification.

A big part of our vision centered around certifying as a B Corp (a for-profit business certified by a third-party nonprofit organization) and joining the elite ranks of Patagonia, Ben & Jerry’s, and Warby Parker as companies using business as a force for good.

Our hard work paid off in 2018 when we earned our B Corp certification. And now, almost three years later, we’re recertifying as a B Corp, which allows us to evaluate our commitment and reflect on the big picture impact this journey has had on our business.

Becoming a B Corp Helped Us Scale

In four short years, we went from eight employees to ninety. Going through the initial process of certification did two things for us. First, it exposed gaps and the next steps. These were steps included in the handbook, which would include travel policies, a code of conduct, and other HR-related items. But it also exposed opportunities and offered us insights into what type of policies were included by the best companies. So we added benefits such as 40 annual hours of paid volunteer time off, a matched 401k, and a travel policy that prioritized virtual meetings, or when necessary, renting the most fuel-efficient vehicle rather than the cheapest.

Becoming a B Corp Gave Us Mission Lock

If you’ve done as much as work for a company that experienced rapid growth as we have, you’re familiar with the wild swings of scaling a business. Every milestone you pass brings incredible trials and tribulations amongst the lingering questions. Should we hire more employees? Do we have the business to justify the payroll expenses? What does our pipeline look like? Succinctly put, it’s easy to take the first step in forming a socially responsible company. It’s another thing to remain true to that mission when you’re in the middle of it. But through everything, we remembered our commitments. We remembered our annual goals for volunteer and pro bono hours. We remembered our promise to strive towards a more diverse and inclusive workforce. And every day we remember that the B on our door means that we stand for something that we wanted, and continue to want to be.

Being a B Corp Made us Better

Our founder and fearless leader is a great guy, with a great family, that truly wanted to build a better version of the companies he had worked for. But there is no denying that being a B Corp made us better. We became more transparent, we added benefits, we welcomed feedback and made improvements based on it. And we quickly became a place where employees enjoyed working, and candidates wanted to work with.

Why We’re Recertifying

We became a better version of ourselves these past three years. Well, five if you include the original certification process. We’ve gone from 73 percent white male to 48 percent. We’ve expanded our community outreach efforts, and promoted an employee to serve as Director of Culture. The process and this certification have encouraged us to be more intentional in everything we do, and it has indeed made us better.

Our annual evaluation to develop our impact report has been instrumental in keeping us honest. We’ve developed tracking methods and built reports using Salesforce® of course, which gives us insights to set annual goals and track outcomes. Our first run at the assessment took two years. Our second run-through took us 13 hours. And the best part, our score has improved, which proves B Corp has made us better.

The bottom line on this recertification journey is, we’re stoked! We believe strongly that business should serve as a force for good in the world. We also believe that capitalism, if it’s to be sustainable, must work to serve all of its stakeholders and not just shareholders. And we are grateful to be at the front of this wave, building an amazing (and profitable) business, and encouraging others to dip their toes in the water to develop a better version of themselves.

B Corps are the bridge connecting 20th-century capitalism to 21st-century values, an opportunity to lift all stakeholders and prove that profit can be made in a manner beneficial to all. If your company is contemplating a path toward B Corp certification, Ad Victoriam is happy to answer any of your questions – we’ve been there! Reach out to us here.

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If you would like to learn more about how your company can become a Certified B Corp, AdVic’s three-part blog series has all the information you need to succeed: Part 1Part 2Part 3. You may also find this recent AdVic B Corp/Corporate Social Responsibility webinar helpful, too.

 

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Five-Steps to a Successful Digital Transformation

5 Steps to a Successful Digital Transformation

A successful digital transmission adoption depends on having a sound strategy. Businesses that have successfully embraced digital transformation don’t just adopt individual technologies to solve their problems. More often than not, they have a defined strategy with clear objectives to guide the transformation of their overall business.

What follows are five steps, that when mapped out and implemented properly, will help you develop a successful digital transformation strategy for your business that will reap benefits almost immediately.

1. What is Your Digital Transformation Objective?

When adopting new technologies, there are two missteps that businesses often make. First, they look to embrace technologies currently in use in other departments within their company, or even look to an application currently in use by a competitor. Second, they look to improve their capabilities without giving any thought to specific goals or problem areas that they want to be solved. So, in effect, they may still be spinning their wheels because it’s not solving their current isolated and siloed company-wide technology issues, making it even more difficult to integrate and scale in the future.

The better way is to start by defining what you want your business to accomplish through digital transformation. Define what a successful digital transformation means for your overall business and for your customers. And make sure that includes what would make for better customer engagements and experiences. By establishing these objectives, your business can adopt the right technologies, keeping a clear focus on improving the overall business, instead of just individual processes. Not only does this help in developing a comprehensive strategy that involves and transforms the entire business, but it also avoids the siloed adoption of technologies, including disconnected legacy systems and unorganized databases.

Defining the overall objective is the most important step in developing your digital transformation strategy. It aligns and drives transformation at every level of the business, even reaching the customers, enabling you to create a lasting competitive advantage. In addition, it provides a reference point for assessing and determining specific actions to take and initiatives to act upon in the transformation process.

2. Design Your Customer and Employee Experience

With defining your objectives behind you, it’s now time to focus on designing the experience you envision for your customers and employees. Remember, a proper digital transformation prioritizes and values user experiences as much as it adds and introduces new functions and capabilities. So, instead of only focusing on the requirements of new solutions and the constraints of your current technologies, your business also needs to focus on the experiences you want to provide your end-users.

For this step, your overall transformation objectives should be mapped out as specific and detailed goals. These goals should include how a staff member’s work can be streamlined via new software, applications, or functionalities. For customers, goals should be focused on things such as making a better shopping experience through your website or mobile app. And don’t forget to include ways your staff members can better collaborate, engage, and interact not only with each other but with your customers through your new digital platforms and technologies.

3. Evaluate Your Current Technologies

In the first two steps, we talked about where your business wants to be and what you want to achieve through digital transformation. The next step will be a hard look at where you currently are and gives you an idea of where your business started in its journey and the gaps that need to be filled.

In this third step, take stock of your company’s existing software, applications, and technologies. You have to determine, based on the objectives you established and the design you’ve created, which specific technologies need to stay active, upgraded, automated, or discontinued.

The goal in this step is to match the technologies with the outcomes they deliver and the problems they solve. This can help prioritize the technologies that will be updated in your digital transformation and align them with the objectives and the desired experience. It can also help determine the integration solutions your business needs to bring together siloed and disparate systems.

4. Your Solutions and Partners

Step four in your digital transformation strategy is centered on assessing and selecting possible solutions to meet your established objectives, your desired staff and customer experiences, and filling in the gaps of your existing technologies.

If you don’t have the internal capabilities to make your digital transformation upgrades and need to outsource your solution, this step’s main requirement is that you complete a careful and thorough review of possible solutions and offerings from different vendors. In addition to the capabilities and functionalities of the solutions a vendor can offer, they should also have a proven track record and should be flexible to work with. The vendor also needs to be able to provide the necessary post-sales support without delay. It’s not out of the question that problems could arise after the development and implementation of your chosen solution.

You may also want to consider creating a comparison chart of solutions and vendors. Think of it as an objective tool in your quest for making an informed choice.

5. The Digital Transformation Implementation Timeline

The fifth and final step in your digital transformation plan assembles the overall business objectives, desired experiences, existing technologies, and possible solutions together and consolidates them into an actionable plan. A digital transformation initiative takes time and resources, both human and financial, thus the reason it is often done in stages. It is critical to carefully plan when each action — such as a technology assessment or a vendor meeting — should be taken to ensure that human and capital resources are available.

Your implementation timeline will also give all stakeholders, from C-suite executives to staff members and customers, a much-needed heads-up to generate support for the digital transformation initiative while minimizing disruptions to your business operations. A digital transformation project, like any other business project, requires continuous support from every corner of the organization to ensure its success.

Finally, an implementation timeline provides your business with a benchmark it can use to compare actual results with planned results. It also aids the project leaders in managing and governing the project.

By following these simple, but important steps outlined above, your business will be well on its way to developing a successful and seamless digital transformation strategy.

At Ad Victoriam Solutions, our consulting team helps companies with their digital transformation strategies every single day, and every step of the way. Our certified experts learn your business, connect your data, then help your company deliver the type of customer experience that taps into the preferences of your modern customer. Let’s put a plan together today!

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It’s the Best Time for Digital Transformation – Here’s Why

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Sales Cloud Implementation Best Practices

Sales Cloud Implementation Best Practices

So, you want to level up your organization’s sales game and you decided Salesforce® Sales Cloud™ is the way to get there. Congratulations! Sales Cloud is typically everyone’s first look at Salesforce. It contains the core objects that are going to help you sell more efficiently and achieve the CRM goals your organization set.

There are some pitfalls to look out for, though, when you first implement Sales Cloud. At Ad Victoriam Solutions (AdVic), we’ve implemented Sales Cloud countless times across several industries, and we’ve seen the things that trip up new Sales Cloud users and have documented some best practices and things to look out for.

Clean Up the Items Your Users Won’t Use

There can be some shock the first time you log in to a new Sales Cloud org. You will see dashboard components on the home page that may not bring the most powerful data to your users. There are also components that direct you to actions that may not fit your company’s needs. And the navigation bar contains all sorts of items like “Notes” and “Files” that your average user may never click. It can be overwhelming for seasoned CRM users and novices alike.

Fear not! Salesforce is highly customizable, and AdVic recommends that all new orgs undertake a cleanup before any build or customization takes place. It’s important to review Lightning pages and remove components that will sidetrack or confuse users, update the navigation bar with the right tabs to direct your users to what they need to do quickly, and simplify page layouts to contain the most important and valuable data for each record.

Clearly Define Your Role Hierarchy Before Building It

Every organization, from the smallest startups to the largest enterprises, have org charts and roles to help define who fits where in the hierarchy of the company. In Sales Cloud, the Role Hierarchy is a powerful tool that lets you define unique sharing rules for record access. Sometimes, these roles will closely match your org chart. Other times, your org chart may be more complicated than is needed, which can make defining easy sharing rules difficult and frustrating for your Salesforce Admin.

Take some time to review the roles in your organization and identify where there are overlaps. A few good examples are:

· Do your C-Levels need to have different information shared with them, or should they all have the same visibility? Could you condense them into one Role within Sales Cloud to simplify how your hierarchy rolls up?
· How are your sales divisions located? Should managers only see within their designated geographic or product area, or should they all see the relevant sales data across all teams? This could represent an opportunity to flatten out some roles and save you some headaches later.

Review your Existing Data Structure

Sales Cloud has some amazing ways you can organize and visualize your data using Reports and Dashboards. This sort of insight can unlock your organization to sell at the highest level possible. The key to that lock, though, is your data and the way it’s structured.

Figuring out how your legacy data can fit into Sales Cloud can be a monumental task. No two CRMs are exactly alike, and you can save your users (and your Salesforce Admin!) a lot of headaches by reviewing and cleaning up your data ahead of time. Below are a few examples and questions to ask as you’re preparing your data for Sales Cloud:

Do you have different sales processes for different products/verticals? Is the data you capture for these deals significantly different from one another? You’ll need to designate these deals somehow and then create a specific Record Type for them. This can split out significant processes for a cleaner CRM experience for your users but needs to be considered before any data is migrated into Salesforce.

Consider how your Accounts are organized. Do you use an account hierarchy for multiple locations of the same company? Sales Cloud natively allows you to connect Account records and create an Account Hierarchy, but you’ll need to identify and connect these accounts before data migration.

There are a lot of questions to consider when it comes to making your CRM work for you. Whether it’s getting your user experience tailored to your organization, reviewing and structuring your data most logically, or just figuring out where to start on your Sales Cloud journey, Ad Victoriam has answers. Reach out to us today and let’s talk about how we can build the Sales Cloud you’ve always envisioned!

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Data Migration & Salesforce Platform Enhanced in Two Months

Data Migration & Salesforce Platform Enhanced in Two Months

A New England software company contacted the Ad Victoriam consulting team to help them with a Salesforce® Sales Cloud™ implementation, a major data migration project, and the reconfiguration and alignment of several AppExchange packages.

AdVic Loves a Challenge

AdVic originally engaged because this high tech company’s original Sales Cloud implementation completed by their internal IT team resulted in a large amount of technical debt and limited use of valuable features. The company needed to clean their technical debt, migrate their data into Salesforce, enhance its usability, and increase productivity while positioning it, and their company for growth – all by their very tight two-month deadline.

The AdVic Sales Cloud Remedy

  • Refactored and modernized complex web of payment practices to expedite payment dispensing.
  • Connected and restructured previously disjointed Opportunity methodology in combination with – Events Objects Activity features in Salesforce enabled sales to utilize and leverage the Opportunity Pipeline for fostering deals to close faster and more efficiently.
  • Streamlining activity utilization enriched Opportunities, improve user adoption, and increase productivity.
  • Reconfigured and aligned their AppExchange packages, including ZoomInfo, LinkedIn Sales Navigator, Yoxel, Outreach, Marketo, Vizable, and Valence, with Sales Cloud.

The AdVic Data Migration Remedy

  • Migrated about 2.5 million records and data points including Opportunities, Accounts, Leads, Campaign Members, and Leads into the sandbox and then into production, followed by post-testing to ensure data integrity.
  • Integrated the data warehouse with Salesforce to provide a single source for truth. This ensured that new Custom Reports and Dashboards exposed all data needed for managing the team and company with precision.

Embarking on a Salesforce data migration process can be daunting, we understand. Ad Victoriam Solutions is ready to listen to your concerns and make recommendations for how to best approach your challenges. We have decades of experience with many migration tools and understand the complexities of migrations. We’re here to help you get the solution you need to succeed. Let’s talk about your data migration project starting today!

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Salesforce Managed Services Advantages That Control Costs

Salesforce Managed Services Advantages That Control Costs

As reliance on in-house developers, consultants, and IT continues to grow every year, the means to support them must evolve as well. That’s why many large and small companies today are looking into a Managed Services Provider (MSP) plan so that their data and technology systems operate more effectively and control costs.

Unfortunately, as these systems grow and evolve, many businesses – especially small ones with limited funds – may not have the resources to effectively manage their ever-growing systems. And small teams can also quickly become overwhelmed with the amount of work necessary to keep everything up-to-date and running smoothly.

The business benefits of managed services, in combination with the money you can save, make it a smart solution for companies of any size. Let’s take a look at six of those business benefits.

Benefits of a Managed Services Provider

1. Predictable Cost Control

Can using a Managed Services Provider control your business’ costs? The answer is yes. It can also make your data and technology expenses more predictable. With an MSP, your costs can be neatly packaged into a set amount paid on an annual or monthly basis. An in-house data and technology team, on the other hand, comes with many more frequent and unexpected expenses that can quickly drain your budget.

2. Scalability

The price tag associated with maintaining an in-house data and technology team is a big one, and that’s why you often see teams that are understaffed, overworked and unable to get everything done due to a lack of time and resources. That doesn’t work on a daily basis, and it definitely doesn’t fly when your company is trying to expand.

Then there’s training to consider. Even one additional employee for your data and technology department costs thousands of dollars, and there is never a guarantee that they’ll even stay with the company. An MSP absorbs the cost of training, and you’ll never have to worry about your team experts jumping ship.

MSPs also help your business stay flexible when it comes to resources and can accommodate swift changes an in-house team might not be able to respond to efficiently.

3. Proven Experts

Hiring a data and technology team can be time-consuming, and you can’t know for sure how good they are until they’re faced with a serious issue. Some may pass the test with flying colors. Others may not be able to resolve the problem in a timely manner or at all, costing your company money you can’t afford to waste.

Even when your data and technology team is competent and comfortable with your systems, you may find they are not well-equipped to operate or maintain new equipment and systems as you add them. Even the most well-trained employees don’t have the knowledge and experience of an MSP’s large team.

In addition, an MSP can provide specialized services to fill in any gaps in your team’s expertise. It doesn’t make sense to have an employee learn a whole new skill set for a one-time project. An MSP gives you access to a team of experts with precise skills you wouldn’t normally have access to otherwise.

4. Narrowed Business Focus

What are the advantages of managed services for your data and technology team?

An MSP frees up your team for pursuits that are more crucial to your business. If your internal team is swamped with helping users fix basic issues or dealing with systems malfunctions, they don’t have the time or focus to work on projects that push your business forward. Managed Services can help by redesigning workflows and automating certain tasks. This takes the pressure of daily processes off of your team so they can focus on innovation.

And don’t forget that an MSP can also provide your team recommendations based on their experience with other businesses and the solutions they have designed.

5. Data Compliance

Your company’s data is subject to a myriad of regulations designed to keep information secure. Chances are your team has the laborious task of sifting through the hundreds of current standards and regulations figuring which ones apply to your company. They also have to ensure every one of those applicable rules is followed to the letter, all while performing their day-to-day tasks.

A managed services provider handles the complexities of compliance and auditing, so you don’t have to worry about violating data security regulations. They can also run reports and conduct audits that prove your organization is meeting all requirements. This can save your in-house team thousands of hours in the long run.

6. Reliable Relationships

The ongoing relationship with an MSP has several benefits. A managed services team can act as a partner for your in-house team and act as a bridge between you and technology vendors. They can also serve as a single point of contact for your business and become familiar with your company over time.

A trustworthy MSP should be a valuable partner in helping your business grow, not just a service you call when something breaks. They should also have a vested interest in keeping your systems healthy and delivering insights you can use to help your bottom line.

What to Look for in an Managed Services Provider

Now that you know some of the major benefits of working with an MSP, here are a few things you’ll want to make sure you address before choosing your managed services partner. Do they:

  • Offer a flexible service model
  • Have a hefty team of consultants available
  • Offer advanced services
  • Support multiple time zones
  • Have a solid backup and disaster recovery strategy
  • Have a reliable, single point of contact dedicated to your business
  • Work with you to address compliance issues

If your MSP is able to meet all of these qualifications, you can rest assured that your systems will be in good hands.

Remember, the MSP you choose should have the expertise, support, and solutions to help your business continue to thrive. So, if you’re in need of a cost-controlled flexible, yet a full-service solution to fit your exact needs in the short- or long-term, talk to Ad Victoriam’s Thrive Managed Services team today.

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Listen to Ad Victoriam’s “Salesforce Simplified” Podcast: “Thrive Managed Services for Salesforce”

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AdVic Earns Salesforce Sales Cloud Masters

AdVic Earns Salesforce Sales Cloud Masters

Commitment to our customers’ success and satisfaction is the cornerstone to Ad Victoriam earning the Sales Cloud Master designation – and, it just happens to be at the core of everything we do.

These days, everyone and everything is becoming smarter and more connected than ever before. To that end, Ad Victoriam’s (AdVic) commitment to our customers has been rewarded once again, this time with a coveted Salesforce® Master designation for Sales Cloud™.

The rigorous review process for this new Master designation for Sales Cloud required AdVic to demonstrate deep practice expertise with Salesforce solutions, including a detailed history of proven Sales Cloud customer success stories. This proven proficiency empowers the AdVic team to connect our customers with their consumers in entirely new ways.

What Our Customers Say

A recent Sales Cloud customer success testimonial offers insight into how the AdVic team achieved our latest Master designation: “We had little CRM experience before working with Ad Victoriam,” said Brian Williams, YANMAR America. “They had manufacturing experience so we knew they would understand our high-level needs and business model. After they performed their thorough fit/gap exercise, we moved forward with Salesforce as our solution. Their communication and project scheduling were prompt and flexible. It was a great experience.”

Salesforce Sales Cloud Master

Salesforce Sales Cloud™ is a customer relationship management (CRM) platform. It’s designed to support sales, marketing, and customer support in both business-to-business (B2B) and business-to-customer (B2C) contexts. It includes Leads, Accounts, Contacts, Contracts, Opportunities, Products, Price-books, Quotes, and Campaigns, and is designed to be an end-to-end solution for the entire sales process.

“I am proud of the AdVic team, who dedicated themselves – through hard work – to meeting the comprehensive Sales Cloud Master requirements,” remarked Jeff Jones, President, Ad Victoriam Solutions. “We pride ourselves on providing products and services that are based on the latest technological advances to drive customer success. Salesforce Sales Cloud is such a product, as it allows our customers to sell smarter and grow their revenue.”

If your business is considering a Salesforce solution, why not find out first-hand why the Ad Victoriam Team was awarded a Master designation in Sales Cloud. We’re ready to start helping your business sell smarter and grow your revenue starting today! Fill out the quick form below, or click here!

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Get Your First B2B Online Order Within Weeks

Get Your First B2B Online Order Within Weeks

Let’s get right to it. We’re all working hard to generate revenue this year so we can achieve top-line growth. With more people social distancing, shopping online has become even more attractive. Time for all businesses to launch (or enhance) an online store filled with products they already offer. Many believe that it is a long-haul to get an online store from concept to income-generating, but it’s not…

The Highlights of B2B Commerce

  • Gain a new revenue stream
  • Eliminate manual pricing calculations
  • Increase the velocity of order fulfillment
  • Automated approval processes
  • Integration with ERP, UPS/FedEx, tax calculators, and more
  • Eliminate manual pricing calculations

If you’ve ever wondered what a Salesforce® B2B Commerce solution actually does for your business, it’s this:

B2B Commerce displays your product catalog in a branded eCommerce storefront and allows your customer base to place an order independently. Complex pricing models can be configured to match your current business rules and enable contractual agreement tracking for product entitlements and price points. In addition, you can capitalize on B2B Commerce’s target marketing functionality that provides customers with a tailored, engaging shopping experience. And best of all, B2B Commerce is a flexible solution that scales as your business grows.

Get an eCommerce Jump-Start with B2B Commerce Accelerator

As outlined above, B2B Commerce displays your product catalog in a branded storefront, allowing your customer base to place an order independently, and that gives your sales teams more time to focus on…wait for it… SELLING!

And with AdVictoriam’s B2B Commerce Accelerator, an out-of-the-box package, you’ll get your business online selling your products or services within two to four weeks, rather than months.

The Accelerator package includes a branded storefront, product listings, pricing, cart for processing returns, email templates, reporting, and more.

B2B Commerce Accelerator Benefits

  • New sales channel that drives new revenue with little maintenance and manual intervention.
  • Replaces the need for sales teams to take orders from existing customers.
  • Built on a CRM system, it integrates all data points, including pricing, for a 360-degree view.
  • Offers a flexible pricing model based on group and customer type business rules.
  • Data reporting to drive business, sales, and service-related decisions.
  • Quick implementation and modifications of storefront without IT assistance.

Ad Victoriam’s dedicated B2B Commerce team will apply their knowledge and passion to your challenges. Whether you are migrating from a legacy eCommerce solution or just starting to dip your toe into the eCommerce world, our team has the skills and expertise needed to get your top-notch branded storefront up and running quickly with our B2B Commerce Accelerator so you can drive new revenue. Let’s talk!

Watch AdVic’s “B2B Commerce: The Online Sales Advantage” Webinar

B2B Commerce: The Online Sales Advantage - Watch Our Webinar

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Listen to Ad Victoriam’s “Salesforce Simplified” Podcast: “Introduction to Salesforce’s B2B Commerce.”

 

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8 Ways to Increase Revenue When Sales Are Slow

8 Ways to Increase Revenue When Sales Are Slow

What are the signs and symptoms that contribute to those periods when sales are slow?

The first thing to do is analyze what’s happening. Here’s where to start:

  • Reduced Revenue: Compare your revenue numbers year over year and then quarter over quarter. Include an analysis of product groups or service types to see where you’re losing revenue. 
  • Reduced Profitability: No revenue drop? Look at your profitability to confirm whether it has decreased. If so, pull reports to look at expenses. 
  • Dry Pipeline: Evaluate your sales team’s closing ratio versus last year, last quarter, and last month, which can be easily done in your CRM. Is there a percentage increase or decrease in closed won deals? If there’s a decrease, drill down into the numbers to see which reps are underperforming, variances in new lead types, marketing campaign ROI, and more. 
  • Reduced Exposure: Check both web traffic via Google Analytics and physical on-site foot traffic. See a decline? Maybe it’s a marketing issue?
  • Negative Overall Business Trends: Under normal conditions, a downturn in business could be due to seasonal conditions that are affecting demand for your product or service or new competitors in the marketplace. Today, it might be the temporary downward global economic period or the current COVID-19 pandemic – affecting purchasing habits.

Every business experiences slow periods. Maybe you know when your slow periods will come. Maybe your business has started slowing unexpectedly. Either way, you are better off treating this lull as an opportunity.

With a little creative thinking and planning ahead, you might be able to generate the revenue you need during those slow periods. And, who knows, maybe in the process you’ll find a new revenue generator or two that will help your business during its busiest times, too.

Whether you have a large or small business, here are eight ways to try to keep the cash flowing when sales slow down.

1. Develop a Loyalty Program

Loyalty programs are far from a brand new idea, but they continue to exist because they tend to work. You just need to make sure you’re putting the proper time and investment into it so yours can stand out from the pack. A loyalty program can be as simple as a punch card or a more complex point system. Whatever format you use, the strategy is similar: You track customers’ purchases and reward them with a discount or freebie. This helps keep customers coming back in order to earn the reward. If possible, also build a rewards-for-referrals element into your loyalty program to incentivize customers to recommend your business to friends. 

2. Offer a Freemium

Freemium is when you offer a free (limited) version of your product so potential customers get a “taste” of your product so they start to rely on your product. Once they are hooked, the goal is to convert them into paying customers when they want or need the more premium level features of your product or services. A great example of this is Calendy, a free scheduling software. You can create one event type for free, but need to upgrade (pay) for additional meetings along with other features including group events, customizable email notifications, SMS notifications, and more. 

3. Consider a Complementary Service or Product

What related services or products would your customers appreciate? Perhaps you own a gourmet food store and you decide to stock it with specialized kitchen equipment or add an online ordering and delivery service. Maybe you own a landscaping company. Consider adding snow removal during winter. Or maybe you’re a summer camp owner. Consider using the winter months to rent out your facilities for conferences, weddings, and more. 

No matter what, don’t just think of your primary product or service as the only asset your business has, because often your location or expertise can also generate revenue ideas. Think out-of-the-box. Even if this goes off of your original business model a bit, the fact that your business will continue to generate revenue is what matters.

4. Create Strategic Partnerships

Strategic partnerships impact revenue. Creating beneficial alliances can help you reach new markets to grow your customer base, offer new services, and improve customer experiences. It is well known that partnerships impact growth, in fact, 30 percent of IBM’s $86 billion in annual revenue is generated through alliances. Think of companies that offer a complimentary service or product to yours – one that reaches your target market – with whom you can create an alliance with. Contact them to see if they are interested in exploring ways you could work together – leveraging both your networks – to generate new customers for you both. 

5. Promote Surprise Pop-Up Sales 

Planned and promoted, or announced by surprise, pop-up sales have become all the rage these days, mostly driven by social media posts. The spontaneity of these sales may help keep customers coming back to your business or serving the dual role of keeping your customers regularly visiting your social media channels to find out when you’ll be having another sale—or even better if you’re having one right now.

6. Ramp Up Your Low-Budget Marketing

Are you in your slow season? That’s the perfect time to ramp up your low-budget marketing. Create and promote discounts to your mailing list and social media audience. You may want to initiate a regular newsletter or give a make-over to your current one. 

Additionally, invite your customers to provide testimonials that you can highlight on your website, on your social media channels, on your review site profiles, and in-store. And, don’t forget to reward them for doing so. Also, consider coming up with a clever way to engage customers and incorporate their own content (such as selfies at your business) into your marketing.

7. Open an Online Store

If you’re not already selling online, now could be the perfect time to set up an online store – where your customers can purchase your products 24/7, without any adding a lot of overhead. Not only is it a good project for off-peak seasons, but it can also be a way to help increase sales during those times. Look into an affordable, easy-to-use e-commerce solution and get started within weeks. If your business is service-based, you could offer virtual consultations on Zoom and, as we previously mentioned, use Calendly for scheduling.

8. Find a Niche Market Offering 

When it comes to ideas for increasing business during a slow period, it may be a matter of finding and serving a niche population of customers. Again, think out-of-the-box! Maybe you own an ice cream or candy shop that typically does the bulk of its business during the summer months when the kids are out of school. When business slows down, maybe you could focus on capturing the hearts of dog owners and work on developing a line of sweet treats for pups. Those new pet lover customers could then, in turn, help keep your business revenue trending up throughout the whole year. 

Bonus Tip:

Running your own business? It sure can be lonely, can’t it? It’s crucial that you find a network of people like you to share ideas and strategies with (are you in a group on LinkedIn that is similar to your business’ industry?). And who knows what new potential revenue sources could come from those interactions, right?

As crazy as it sounds, remember this: A slow period for your business can actually be a good thing for your sales team. You can use this time to grow better and strategize ways to increase your revenue in the future by creating a sales plan, supported by technology, which the Ad Victoriam team can help you with. Time is money, so, don’t wait! Let’s connect today! Fill out the quick form below or click here!

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Your Future Revenue: 6 Tips for Sales Pipeline Management

 

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