It’s no secret that fostering positive relationships with your customers out-of-the-gate can help to transform those customers into real brand supporters and long-term partners. 

Such is the case with AdVic and a recent high-tech customer that provides cloud-based business solutions to their customers. 

The Initial Project

In need of a solution for their rapidly growing business, our customer called on AdVic® to assist with staff augmentation for their Salesforce® org. While their business adjusted to growth, they were in need of “run-the-business” work to set revenue goals and implement the right technology for their strategy. 

Enter AdVic’s Salesforce consultants, who were dedicated to leading this customer’s technology to victory by optimizing and rebuilding their system with Sales Cloud, CPQ, and Conga. 

In the midst of the initial project, our customer acquired another company. and needed to merge orgs. Along the way, AdVic’s consultants found gaps in their technology infrastructure that needed to be filled. The most outstanding was their lack of process for requirement gathering. AdVic’s consultants understand every aspect of Salesforce CRM. With this knowledge, they were able to help our customer collect various offerings to implement the best functions into our customers’ Salesforce org throughout the implementation. 

Our customer’s initial assignment quickly transformed into a multi-product operation when they acquired the new company. On the surface, this seems like an effortless process, however, combining two orgs into one, including different processes, objects, and automation, requires a deep reflection of future business goals. Together, AdVic and our customer combed through data, gathered insight, and began the process of building the perfect CRM for our customer.

Another gap in our customer’s technology was the lack of flexibility in their CPQ functionality. That is when AdVic applied multidimensional quoting to their org. 

With the flexibility provided by multidimensional quoting and the efforts of the AdVic team, a number of common deal blockers were systematically resolved. This allowed our customer’s team to close deals in record time. 

Relationship Formation

Once the go-live of our customer’s CPQ rebuild was complete, AdVic remained close to our customer to tend to any changes, new projects, or quick fixes that may have been needed to be done… and they did. Our customer needed to push to Production on their org on a weekend. 

According to our customer’s’s Salesforce Platform Manager, “The timing of this push was perfect since the Revenue Accounting team would be ramping up Opportunity review starting on Monday, January 31. This fix reduced 90% of the work that one full-time Sales Ops employee was doing to manually fix rejected Opportunity data. It also drastically reduced the Revenue Accounting team’s time spent working back and forth with Sales Ops (and IT) on the fixes. As a result, the Revenue Accounting team was able to complete all Deal reviews and successfully sync January Opps to NetSuite by February 2 at 2 p.m. PT.”

The Salesforce Platinum Manager added, “This is the fastest their team had ever completed deal review at Month End. In addition to improving close velocity, we are restoring trust in the system and creating light at the end of the tunnel for the teams that have suffered from these bugs for 15 months.”

Relationship Turns to Partnership

AdVic’s relationship with our customer began as just a simple Staff Augmentation for their Salesforce org. However, that relationship has since transformed into a partnership that empowers our customer across all departments. Initially, our customer’s platform lacked processes, automation, and multidimensional elements. AdVic assisted our customer with systematic requirement gathering, built-out custom CPQ quoting, along with a custom Conga form that accelerated closing, increased productivity, and merged Salesforce orgs as needed. Today, AdVic maintains a close relationship with our customer’s leaders, and keeps a close eye on their Salesforce platform to ensure their platform continues to align with their business.

If you’re looking for a Salesforce consulting company with vision beyond an initial project, talk to a member of the AdVic Team today to learn why we’re not interested in a relationship with you…. we want a partnership with you!

Read More Successful AdVic Customer Relationship Stories 

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“When choosing AdVic, we were very guarded against repeating our previous Salesforce failures,” recalls YANMAR Business Systems Manager, Brian Williams. “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.”

The YANMAR Challenge

YANMAR was utilizing Microsoft products and two non-relational legacy technologies. Their goal was to synchronize, standardize and simplify their key operating procedures while improving product management.

“Our company had a major gap in the way that we cross-functionally shared customer information,” YANMAR Business Process Improvement Manager, Delaney Langston recalls, “and this gap continued to grow over eight years as our customer base increased. We needed to find a better, more efficient way to manage customer information.

The AdVic Resolution

“Our kickoff project with AdVic was our Salesforce launch (you might say re-launch),” Williams remarks. “AdVic came in and had already self-researched background information about our company, which was a great first impression. To get ready for our Salesforce launch, AdVic came onsite and met with us to learn more about our business. Over the next several months, we engaged in detailed discovery sessions to cover our end to end business. Development and UAT (User Acceptance Testing) followed, which led up to our Salesforce user training and launch. This was a major kickoff project that reiterated who AdVic was, and had us dreaming and believing that bigger things were possible.”

To attack YANMAR’s challenge, the AdVic team initiated a full-scale plan that included:

Lightning UI Customization and Deployment

Designed custom Lightning components to simplify tasks and increase productivity. Improved management of the product life-cycle, inventory levels, and damaged goods.

Single Platform

Seamless integration of existing legacy systems with Salesforce Sales and Service Clouds to synchronize data and processes to provide a comprehensive view of business performance.

Sales Extension

Implemented Salesforce Mobile to accelerate sales fulfillment and improve customer satisfaction anywhere anytime.

Continuous Improvement

Custom designed case resolution process and a methodology for converting cases into sales opportunities. Created automated response time milestones to enable immediate management intervention for higher customer satisfaction.

Looking back, Williams says, “We had little CRM experience before working with Ad Victoriam. 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.”

It’s a Partnership, Not a One-Off Project

“Do your homework,” Langston advises. “Make sure you research implementation partners to understand what their skill sets are, who else they have worked with and that they are the right fit for your company’s long-term goals and objectives, not just a one-off project.”

She adds, “One of our organization’s key objectives is to develop a single source customer platform. We recently kicked off our Salesforce Partner Community Project with AdVic, which will expose information regarding online ordering and status, dealer inventory, warranty, technical support, marketing funds and rebates upon its initial launch. As part of our discovery for this project, we have also discussed and brainstormed future phases of this Community to further enhance and expand the customer’s experience.”

“The current relationship is strong,” Langston concludes. “AdVic has been a huge support with our Salesforce.com implementation not only on the day-to-day usage side but also with developing a plan to continue the growth of our Salesforce org to meet the needs of our company’s internal and external stakeholders. AdVic is our partner both now and in the future, as we continue to roll out new features in our Salesforce org.”

If you are looking for a Salesforce consultant who is not just interested in building your next project, but who wants to build your business for future success, contact Ad Victoriam. 

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