AdVic Partnership: Not Just a ‘One-Off Project’

YANMAR Ad Victoriam Partnership Salesforce Implementation

The YANMAR America and Ad Victoriam Solutions (AdVic) partnership dates back to May 2017 when YANMAR, a recognized leader in the design and manufacturing of diesel engines and diesel-powered equipment, was referred to AdVic directly by Salesforce.

“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. 

Merging Multiple Salesforce Orgs: Customer Success

Cloud System Connectivity Ad Victoriam Salesforce

Ad Victoriam Solutions (AdVic) was called in when a market-leader was merging their vulnerability and identity security operations with another org to offer the cybersecurity industry’s first identity-based security automation platform. Their merger presented a problem they wanted AdVic to solve – duplicate Salesforce Clouds. In addition, they had previously undergone several
 org migrations leaving the business with disconnected data and processes.

Salesforce Customization Roadmap

To address their dilemma, the newly merged company needed AdVic to create a strategic technical roadmap detailing the replication of key functionality from each legacy Cloud into a new Salesforce instance. To begin, AdVic dove deep into their company processes and goals. The AdVic team then facilitated a significant data cleansing process in preparation for the migration of historical data.

Afterwards, the AdVic team merged the two organizations’ processes into one new Sales Cloud platform. Their legacy CPQ product, Aptus, was replaced with Salesforce CPQ and integrated into their new platform.

Related: Increase the ease, speed and accuracy of your sales quoting process. View this recorded webinar with live demo to see the benefits of utilizing Salesforce CPQ and learn top tips for customizing the platform to meet your business needs.

The Results

  • Significant reduction in the product catalog through streamlining and eliminating skew redundancies.
  • Data duplicate removal and cleansing drove data integrity enabling the Client to speed their sales cycle and customer success.
  • Significant increases in new features, functionality and automation enhanced productivity and team collaboration.
  • New quote templates and automation simplified quotation process, while increasing quotation delivery and accuracy.
  • Validation Rules and Stage Gating established process consistency for opportunity stages based on strict stage progression requirements.

Commenting on the overall AdVic-crafted resolution, the newly merged company’s representative shared, “End to end world class support and experience. They not only delivered the project on time, we had a wonderful support structure that allowed us to get timely consulting, advice and expertise when it came to strategic decisions.”

Whether you have a homegrown, a third party system or a combination of the two, Ad Victoriam Solutions can assist you with all of your integration, migration and platform enhancement needs. Talk to us about your unique business needs to see how we can connect your systems to accelerate your business growth.

 

Salesforce CPQ Webinar and Live Demo

How FLUX Pumps Cut Their Sales Cycle in Half

Manufacturing Sales Cycle

The FLUX name has been synonymous with pump technology for more than 60 years. It was the invention of the first electric drum pump that sparked the creation of company. Since its inception, FLUX, headquartered in the beautiful black forest region of southern Germany, has grown to employ more than 150 highly skilled men and women worldwide, established seven wholly owned subsidiaries, and maintains sales partnerships in more than 70 countries.

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.

 

 

CRM Strategies Streamline Manufacturing Operations

Manufacturing CRM Strategy

We all know that shrimp goes with grits, snow goes with winter, and butter goes with popcorn. But at one corporation, there was no such synergy. The problem was, North America’s largest manufacturer of equipment pads and a leading manufacturer for the HVACR industry had to find a way to sync their Canadian-based operations with their existing U.S.A. systems; they wanted to become one. To do so, they needed to streamline their quotation methodology, standardize processes, gain visibility into their opportunity pipeline, and automate tasks, but how do they go about tackling such a monumental task?

CRM Strategies to the Rescue

The Client contacted the AVS Salesforce Consulting team, who, after extensive evaluation of their needs, immediately got to work and created winning CRM solutions:

Sales Cloud & Back Office Integration 

AVS streamlined the Client’s operating processes between Canada and U.S.A. divisions into one single CRM platform, and provided a 360-degree customer view to maximize productivity and control expenditures through the integration of Sales Cloud and the corporate ERP.

CPQ Quote to Cash

Quote to Cash CPQ Implementation

AVS created multi-step processes eliminating manual tasks driving a faster and simpler quote approval processes. AVS also developed a centralized pricing functionality and automated approval rules enabling discounting capabilities and creation of custom pricing.

Opportunity Pipeline with Field Access

The AVS team tailored a fast and simple opportunity methodology providing visibility to the opportunity pipeline, and implemented Salesforce Mobile, which accelerated opportunity management to drive sales.

Workflow Lead Nurturing Pardot

Pardot Deployment

The AVS consultants deployed an automated marketing solution – Salesforce’s Pardot – for tracking prospects and engagement to deploy targeted messages for improved prospect nurturing.

So, how did we do? The Client’s Salesforce CRM Administrator couldn’t have paid AVS a higher compliment: “Best consulting firm we’ve used. On time, on budget, and no BS.”

If Salesforce is not empowering your business the way you need it to, contact us for a FREE Discovery Call to see if we can help. Or, if you are interested in learning more about how we’ve helped other manufacturers, continue reading.

 

About
Ad Victoriam Solutions Consultants work as a dedicated, innovative team of problem solvers, taking on your technology challenges. We are 
Salesforce CRM cloud and data consultants who customize our approach to design strategic solutions that increase efficiency, accelerate productivity and enable scalability.