It wasn’t the first time it had happened. A team from one division of a leading provider of regulatory and compliance solutions for the finance industry, went to see a major client. As the team members waited for the meeting to start, the meeting before theirs ended and the participants walked out of the conference room. To everyone’s surprise, the previous group was a team from another division of the same company. Both teams realized that the experience was a symptom of a bigger issue, and it was time to make some changes.
“The Client started as a general compliance services group founded by former SEC regulators. Then, over time, the company expanded to 12 divisions through a series of acquisitions. It was fast-growing and increasingly more diversified in its product offerings. But with such fast growth came fragmentation,” explains the lead Ad Victoriam Solutions Salesforce Consultant. “The divisions were not able to talk to each other because they didn’t have a single platform through which to do that.”
The Client approached us to solve that problem. The AVS Salesforce consulting team reviewed the Client’s systems and recognized that the company didn’t have a universal sales or marketing process in place. Every division essentially worked independently, and the company as a whole was not taking advantage of the opportunity to cross promote its products to customers. The Client needed a way to bring all of its efforts under a single platform so every division in the company—from cyber security to performance—could see what the other divisions were doing.
The Client did have an existing data system in place, but it was difficult to use, and employees were not invested in learning how to make it work better. Ad Victoriam Solutions started from the beginning, encouraging the Client to create a paradigm that identified what products each division offers and to whom the company sells. The AVS team built out a robust data solution based on the information using the cloud-based Salesforce Lightning CRM; the objective was to open up the lines of communication between the company’s divisions, increase data sharing and visibility, and by making workflow more intuitive.
To further streamline the Client’s cross-sell initiatives, Ad Victoriam suggested that the company select one account representative from each division to be notified by the system anytime a product or service is sold and added to an account. Previously, multiple people within a division would receive e-mails regarding sales activity, making it difficult to follow any back-and-forth interactions among team members and divisions. However, Salesforce’s functionality allows all communication to be tracked in one location, and with one designated point person per division, it ensures that the status of an account will be accurate. “It automated the mundane,” the AVS Salesforce Consultant observes.
Ad Victoriam developed a unique structure in Salesforce Sales Cloud for the Client, working closely with the Client to discover and create business processes that it didn’t have and provide a framework for best practices. The system is now up and running, and the Client’s more than 200 employees have grown to understand the power of the Salesforce CRM platform, including its ability to provide real time feedback on reporting and the opportunity to automate document, proposal and contract generation in the future. The solution keeps everyone on the same page and ensures that everyone is always aware of the latest data, it’s a new level of transparency. Ad Victoriam Solutions incorporated the latest features of the Salesforce Sales Cloud into the system, allowing the solution to be enhanced as new tools became available.
“We used features that were released in the middle of the project. We could do that because we understand Salesforce Lightning and use it in the way that it was intended,” AVS Salesforce Consultant says. “We created a single system that’s scalable - customized at just the right level for the Client so it doesn’t require constant intervention from us, while enabling the solution to evolve as business needs change. Now, the Client knows what it can do to enhance businesses processes, and the company’s divisions can work really well together for many years to come.”
Ad Victoriam Solutions Salesforce Consultants work as a dedicated, innovative team of problem solvers, taking on your technology challenges. We are Salesforce cloud and data consultants who customize our approach to suit your processes for increased efficiency, accelerated productivity and scalability.
If Salesforce Sales Cloud is not empowering your business the way you need it to, or if you are interested in leveraging the power of Salesforce Lightning, you need an experienced partner. Ad Victoriam is not only a Salesforce Gold Partner, but we also earned the Salesforce Lightning Masters designation. Contact us to learn how we can help empower your business.