At the time, YANMAR Business Systems Manager, Brian Williams explained, “We were very guarded against repeating our previous Salesforce failures. We shared these past developments and adoption challenges with Salesforce, and asked that they provide us a partner with a strong skill-set, reputation, and experience in our industry – which is why we were referred to AdVic.”

Most Recent Project

For YANMAR’s most recent project with the AdVic team, the focus was a MuleSoft® API integration that helped pass Salesforce information to their internal systems. It was centered around creating a Salesforce Community, whereby YANMAR’s distributors and dealers would have the ability to log in to the Community and perform some of their most important processes that were previously done manually. Those new processing abilities include:

1. The ability to create various types of orders online catering to all of YANMAR’s divisions. This introduced convenience to the customer, visibility on status, and improved processing speed.
2. The ability to submit a RePower quote request. Both the process itself and research needed along the way was extremely tedious and time-consuming. AdVic used systems to automate both the process and most areas of “research.” Once a dealer submits a request through the new community, they have already completed many of the steps that were once manually handled internally.
3. The ability for their dealers to more easily process/submit/track rebate requests and issued payments on products. This was previously a labor-intensive, manual process. The rebate solution was one of the most important elements of this project for YANMAR Being able to effectively manage and process earned rebates is vital to servicing their dealers and keeping them satisfied.
4. Implementing a marketing budgeting solution for Marketing Co-Op, where YANMAR dealers can submit pre-approvals and claims on their allocated marketing budgets for better management, as well as payment reporting.
5. Enhanced YANMAR’s Case submission process by giving their dealers the ability to log in to the Community and submit different types of cases based on their needs with case deflection via the company’s shared Knowledge database. Dealers then receive quick resolutions and answers to keep their business moving forward.

The Benefits

Previously, YANMAR’s distributors would have to handle their processes through emails, faxes, spreadsheets, and phone calls. But now, YANMAR’s new Salesforce Partner Community, YANMAR/One, provides its distributors and dealers with self-service capabilities. This has reduced paperwork and streamlined communications expediting case resolution.

There are even areas within the Community where dealers can actively comment on Cases and receive notifications from their YANMAR rep. This allowed the internal rep and dealer to have a conversation directly in the Community. That is helpful when there is a need for specific questions, as opposed to utilizing a phone or an email. It also makes it easier to find historic tracking of conversations.

“This project has been 18 months in the making,” YANMAR’s Business Process Improvement Manager and project lead Delaney Langston comments. “It would not have been possible without the help of my colleagues at YANMAR America and our consultant, Ad Victoriam Solutions.”

Are you looking for a Salesforce consultant? One who is not just interested in building your next project but wants to build your business for future success? The Ad Victoriam team is ready to start your project today. Reach us here.

Related Articles
AdVic Partnership: Not Just a One-Off Project

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The problem IHNA was having was that they were not using Salesforce to its full potential. Their staff and volunteers just don’t have a deep understanding and practical usage of the software. They needed help to work smarter to devote more time to better serve their ever-growing community initiatives.

And while a group of UGA students was helping IHNA with occasional Salesforce tweaks, they, too, realized they needed help. It was then that the UGA team reached out to Ad Victoriam Solutions (AdVic). As a proud member of the B Corp Community, AdVic jumped into action to offer pro bono assistance. 

The Challenge

Specifically, IHNA needed help implementing various Salesforce Sales Cloud enhancements they were not using. Enhancements needed to include the use of dashboards showing how they were trending with their volunteer and donor initiatives. Being a non-profit with limited resources, they were looking for a solution to get away from hand-written thank you notes to donors. For one recent 300-person fund-raising event, volunteers spent 10 hours a week for two weeks crafting hand-written notes.

The AdVic Non-Profit Resolution

Here’s how AdVic put in place an optimization strategy to solve IHNA’s current and future issues:

Data Integrity

• Improvements to fields/objects to help normalize/standardize data.

Thank You Letters

• Used S-doc from App Exchange to automate the creation of two types of Thank You letters to donors.
• Trained IHNA staff/volunteers on how to modify templates. Now they can modify and keep using the two free Salesforce templates and never have to pay for the app.
• Each thank you letter now takes seconds versus the manual letter creation process of the past. And, volunteers with this task have the bandwidth to take on new volunteer tasks.

Volunteer Dashboard

• Designed custom dashboards to highlight volunteer leaderboards focused on congregations and households.

Donations Dashboard

• Created custom donation reports/dashboards to support mailings. Now all relevant data can be exported and sent to a printer for mailings.
• Created leaderboards for congregations, households, and Board Member donations history.

Financial Reports/Board Reports

• Created a system for generating quarterly financial reports for Board meetings.
• Moved IHNA out of age-old spreadsheet usage and into Salesforce report.
• Normalized reporting, historical and current, so IHNA would never have to manually create those reports again resulting in more time saved.

Constant Contact Sync

• Provided extracts from Salesforce to support syncing with Constant Contact.
• Researched and provided instruction and guidance on installing Salesforce for Cazoomi. Now Constant Contact data to flows into Salesforce.
• No more manual synching of contact data.

Salesforce Implementation Postscript

Davin Welter, IHNA Executive Director, called out AdVic consultants for their work on this project. “We are very grateful to our project team, which held weekly meetings with us. They were organized, tracked the project with us the whole way, and were very responsive to us. If we had a question at a morning meeting, they would get back to us with the solution that afternoon.”

The AdVic project team was specifically chosen because of their non-profit background. From the onset, they understood IHNA’s challenges and the stressors of being a small organization with limited Salesforce knowledge. Welter added, “They communicated in a way we could understand and appreciate.”

In addition to doing good for the world, Ad Victoriam Solutions Salesforce Consultants are a team of dedicated, innovative technology problem solvers. We are Salesforce cloud and data implementation consultants. We customize our approach to suit your processes for increased efficiency, accelerated productivity, and scalability. Contact us to learn how we can help your business flourish.

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Ad Victoriam Solutions’ welcomed challenge involved longtime client Concurrent Technology, Inc. Concurrent is a global company that develops software solutions focused on storing, protecting, transforming, and delivering visual media assets.

Concurrent was utilizing the standard quoting system within Salesforce alongside Excel spreadsheets to manage their quoting process. Their processes were labor-intensive and decreased productivity. With multiple product lines at varying levels of functionality, Concurrent needed a more robust system to streamline their quoting process, they needed Salesforce CPQ.

Ad Victoriam Salesforce CPQ Solution

After a careful analysis, the Ad Victoriam (AdVic) team integrated a beneficial solution:

Quote to Cash Salesforce CPQ Implementation
Created guided selling processes to eliminate manual tasks and use of external spreadsheets driving faster and simpler quotation process. Provided flexible solution to allow customization and personalization.

Functionality Reduces Quotation Time
Product Favorites deployed enabling sales reps to save favorite products and configure bundles. Designed custom Conga templates to populate standard quantity levels, descriptions, and associated price levels. Functionality reduced quotation time from six minutes to just 30 seconds!

Revenue Growth with Product Grouping
Automation process added a secondary “recommended” product group in addition to the primary products requested by the customer. Second grouping drives revenue with minimal additional sales effort.

Quotation Clarity Enhances Customer Satisfaction
Quote enhancements provide well-defined pricing and discount information decreasing post-quotation questions while enhancing sales and customer service experience.

Related: Join an upcoming webinar & live demo (free) to learn more about Salesforce CPQ.
No selling. Just information. Register today. 

There’s no doubt that AdVic has seen how Salesforce CPQ integration can transform the quoting process in an extremely positive way with nearly instant systems improvements, and our clients and quite happy with the results, too.

Concurrent’s Sr. Director of Technology Operations & Program Management said, “We have enjoyed working with Ad Victoriam on numerous projects since our initial Salesforce deployment and are looking forward to continuing our partnership as we roll out new functionality and improved user experience to our sales and support teams.”

New to Salesforce CPQ?

Salesforce’s CPQ (Configure, Price, Quote) software is a sales tool for companies to provide accurate pricing with any given product configuration scenario. CPQ applications take into account optional features, customizations, quantities, and discounts, allowing sales reps to quote prices quickly and accurately. Hosted within the Sales Cloud platform, CPQ gives your team a direct link with your CRM to make the most impactful sales decisions.

Want to learn more?
Register for our free webinar & Salesforce CPQ live demo. 

The post Sales Quote Automation: Faster & Accurate Quotes appeared first on Ad Victoriam Solutions.

The Business Challenge

Successful as they were on the global manufacturing stage, Polyglass was struggling with managing its roofing inspection process. They needed new technology to automate their processes, thus their reason for reaching out to Ad Victoriam Solutions (AdVic).

When Polyglass came to AdVic, they were utilizing an underperforming, homegrown system, which required extensive, time consuming manual input of data. Their representatives were taking pictures with their phones and logging their information in their personally created Word templates. Afterwards, they would email their findings to the home office. Polyglass needed a solution that increased productivity and simplified the complex work order creation process. Polyglass also wanted a portal within which their office and field-based teams could seamlessly communicate.

Salesforce Implementation Results

After careful and extensive technical analysis of exactly what Polyglass needed, AdVic created a strategic roadmap outlining the optimal course of action to implement Experience Cloud, Salesforce Mobile, and Salesforce’s Lightning Experience. Here’s what AdVic accomplished:

• Decreased roof inspections appointment duration by 75 percent.
• Created functionality to capture, edit and add aerial rooftop photos to work orders.
• Customized the platform so customers can log claims and the service team can create cases to facilitate quick resolutions.
• Enabled Mobile to allow field-based tech reps to provide demos and input data immediately for quicker transfer of leads to sales.
• Provided in-person user adoption trainings for their nationally based team members to transition users from the homegrown system to one single robust platform.

Related: Watch our manufacturing focused on-demand webinar (with a demo).

This is just one of our manufacturing success stories. We understand that your business has its own unique challenges. Ad Victoriam digs into the details to provide a unique, scalable solution that meets the intricate needs of each user group as well as the needs of the overall company. If you would like to discuss your challenges, click here.

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One of those wholly owned subsidiaries, FLUX Pumps Corporation North America, anchored in Georgia, services the United States, Canada and Mexico, and began working with Ad Victoriam Solutions (AdVic) in early 2015 and remains a top customer today; they were actually Ad Victoriams’ second customer!

Cutting the Sales Cycle in Half

The original project AdVic initiated for FLUX was to implement a much-needed Salesforce Sales Cloud solution. The company’s nine team members in their North American division were responsible for servicing 3,000 distributors. They literally did not know who their customers were as their way of managing contacts consisted of scanning business cards filed away in a shoe box. They did have an accounting system, they could send an invoice, but that was it. No spreadsheets, nothing. They really were starting at zero, and worst of all, they had no real meaningful or efficient way of communicating with their customer base.

Commenting on the success of the initial AdVic solution for their company, FLUX North American President Pete Fujimoto remarked, “AdVic exceeded our expectations for sure. They got us set up to use the basic functionality to help us manage our sales process.” He shared that in the past four plus years revenues for their division have skyrocketed 20% year over year, and even more in some territories. Fujimoto added, “The previous sales cycle of 30-40 days was cut in half, down to the teens, and conversions doubled! We could not have done this without AdVic and their Salesforce solution. AdVic helped us become loud in our space, gain much-needed attention, and showed us how to nurture leads that turned into sales.”

Pardot Marketing Automation Enhancement

In addition to implementing a well-thought out and successful process automation structure for FLUX, AdVic has since helped this leader in the field of pump technology to implement Salesforce’s Pardot Marketing Automation, which is driving even more new business. Now, using marketing automation, FLUX sales team members are sending an average of two emails a month to every one of their more than 3,000 customers, creating more sales opportunities. Before this functionality, each FLUX team member was only able to communicate with a handful of their 800 clients monthly.

Fujimoto stated, “Opportunities increased for us by 50% in the first year. We used to get 10 opportunities a month, now we’re getting 20 or more.” And he admits that they are still in their infancy with their AdVic/Salesforce solution. “There is more and more that we can do to grow.”

Advice to Others when Choosing a Salesforce Partner from Fujimoto

“To this day we still meet weekly with Ad Victoriam to think and explore more solutions. We work together. This is not a project; this is a relationship. They are not a vendor; they are a true partner who took the time to know our business. That is why we have continually worked with them for more than 4 years. The Ad Victoriam team finds a way to work within our system and makes things happen; they know solutions based on their knowledge of our business and are positive, creative, and supportive in every way. We always feel valued.”

Looking for a Salesforce partner that learns your business to provide a successful, long-term solution for your business? If so, please complete the form to find out more.

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