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.”

Related: Registration is open for our Web Seminar: Harnessing Data & Automation to Drive Sales Performance. 

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

Fujimoto added, “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.”

Learn more about how you can drive sales performance, register for our upcoming 20-minute web seminar filled with information and a live demo.

HarnessingDataWebSeminar_Image

 

 

Salesforce Integration Propels Productivity

Salesforce Integration Propels Productivity

The Disciple Training School (DTS), deep in the heart of paradise, in Kona, Hawaii, which trains future missionaries, reached out to Ad Victoriam Solutions (AVS) to help their non-profit connect their systems and increase their efficiencies.

Known as leaders in the field of integrating disconnected systems and streamlining processes, we dispatched a team of three AVS consultants to Kona for a week – all for free – to implement and integrate Salesforce Sales Cloud and Salesforce Community Cloud which helped them reach their goals. Here’s how we accomplished our mission.

Salesforce Integration Customer Story
Problem

DTS was utilizing two disparate systems – a homegrown Customer Relationship Management (CRM) system and a security platform to enroll students into their program. Student enrollment and data management between their systems was time intensive and proved to be unreliable.

Solution: The Salesforce Platform

AVS implemented the Salesforce Platform to replace DTS’ complex homegrown CRM. AVS leveraged Heroku to integrate DTS’ Salesforce Sales Cloud with their security system enabling records to automatically be passed to their security system, along with a photo, so a student badge could be easily generated. As a result, enrollment time was reduced by 5 to 10 minutes for each of the more than 700 enrollees per semester.

To further enhance the DTS system, AVS designed a plug-in force.com component for the Salesforce Mobile app enabling the school’s security guards to view the students contact record in real-time, remotely. In addition to the student photo and status, the security guards are now able to activate and deactivate the student in the app itself.

Community Cloud Money Transfer
Problem

The DTS students are responsible for raising money to cover their schooling and daily needs. DTS wanted the students to have access to their accounts so they could manage their funds for tuition, supplies, and meals. In addition, as a mission-based program, students are given the opportunity to put money into their fellow students’ accounts to assist those who are struggling financially.

Solution: Salesforce Community Cloud

AVS created a multi-screen process guiding students through designated pages where they could make their own payments or donate to another student anonymously. They could choose the timing of their donation and the school for which the payment was to be paid. The DTS Community Cloud was made accessible through an iPad in the cafeteria and was multi-lingual to accommodate all of the students. The custom-coded solution uses Apex code along with Lightning Styles.

Salesforce Integration Mission Accomplished

Salesforce Integration Mission Accomplished

In the end, AVS created a scalable system that saves DTS valuable time, and is the foundation of an automation system that can easily be enhanced in the future.

Commenting on our solution for DTS, a spokesperson said, “The Ad Victoriam team was professional, personable, and incredibly enjoyable to work with! They spent time understanding our organization and made the custom solution that we needed – we are thrilled with the results! They were also a great resource for us – providing valuable input on how we can continue to improve as a University with our Salesforce implementation. As we say here in Hawaii – ‘mahalo nui loa’ (thank you very much)!”

If you are working with limited resources and need to increase productivity, contact us, we can help. We promise, we’ll chat and advice, not sell.

Fun Fact: Salesforce Co-CEO, Mark Benioff, drew his inspiration for Salesforce’s company-wide culture, or “Ohana,” from Hawaii. Ohana is a word that describes the Hawaiian concept of family, including blood relatives, adopted members, and intentionally chosen connections, and further reinforces the spirit of “Aloha.” Read more about Benioff’s initiative here.

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. 

Ad Victoriam Earns New Specializations for Excellence with Salesforce™

Within Salesforce, the Masters Initiative is used to distinguish various Salesforce joint businesses in their achievements with Salesforce products, knowledge and customer success stories. We are pleased to announce that Ad Victoriam Solutions has recently received two new specializations within this Masters Initiative program:

  • Opportunity/Pipeline Management
  • Workflow and Approval Process

What These Salesforce Specializations Mean

As part of the Salesforce Masters Initiative, consulting partners are awarded Specializations as “building blocks” toward a Master’s recognition. Ad Victoriam’s new specializations mean that we are well on our way to becoming a Salesforce Master Partner!

These Specializations show others that Ad Victoriam Solutions has achieved notable status in the “Opportunity/Pipeline Management” and “Workflow and Approval Process” areas. This notable status is gained by submitting relevant projects in each area, customer references over the past 18 months, and an extensive knowledge of Salesforce products.

Specializations earned are valid until the end of the program year. Then, they are re-evaluated based on performance from the previous 18 months.

How Salesforce Masters Specializations Distinguish

Earning these specializations has more incentive than simple bragging rights. These Specializations are a way for Salesforce’s partnering businesses to differentiate themselves prominently in search results. Partnering businesses with Specializations or a Master’s status will feature more prominently when searched by product and industry.

If your business is interested in implementing Salesforce solutions or learning more about the world of cloud computing, Ad Victoriam Solutions offers the consulting, integration and implementation you need to get started and thrive with Salesforce products.

To find out more about how Ad Victoriam Solutions can help, contact us today.

Customer Success Stories: Leveraging Salesforce Solutions to Boost Collaboration for a Technology Solutions Provider

A premier low voltage technology solutions provider based in Tennessee recently approached the team at Ad Victoriam Solutions wondering how we could help the Sales and Project Management teams manage day-to-day activities more efficiently and give management better insight into their business’ growth.

Continue reading the case study to learn how we were able to deliver…

The Story

Prior to Salesforce solutions, the company managed all of their opportunity and project information with a variety of spaces: homegrown databases and Excel spreadsheets. The primary goal for this project was to increase visibility across the organization and promote cross-team collaboration.

The Challenge

  • Defining a seamless Sales and Project Management process
  • Adoption of new system and resistance to change from employees
  • Automating conversion of won sales deals to active projects
  • Structure needed to follow Lead to Account to Opportunity to Contract and allow changes to all levels

Our Solution

  • Seamless, consistent Lightning Interface updates to assist with adoption
  • Lead and Opportunity Sales Paths highlighting important data for each stage
  • Custom Object to capture site information for each account to be used on opportunities
  • Approval processes based on opportunity margin
  • AppExchange installations:
    • Milestones PM
    • CalendarAnything
  • Visual Flow to auto-create projects based on opportunity data with predefined milestones and tasks
  • Visual Flow to create Change Orders based on parent opportunity data
  • Sales and Project Management dashboards for individuals and the management team

The Results

The company is now able to manage processes within their Salesforce platform using leads, accounts, opportunities and projects. The Sales and Project Management teams are able to better manage day-to-day activities and management has deeper visibility into their business’ progress.

“From start to finish Ad Victoriam Solutions was helpful, timely with information, and accurate,” said Director of Sales, Scott K. “The entire team was of great assistance but especially Imani.”

The company’s president Tom G. said:

“I would like to echo these sentiments and would add that their team was very quick to pick up on our niche industry from both a perspective of our company terms and how to merge our processes with Salesforce best practices. 

Most importantly and unlike most organizations, Imani and [his] team communicated early and often, avoiding surprises with respect to overall project status relative to the hours purchased. We will certainly use Ad Victoriam Solutions again on any area where our needs and their offerings intersect!”

Ultimately, we accomplished the main goal: providing effective and efficient cross-team interactions.

Want to find out how we can help you leverage technology to improve efficiency and boost profit margins in your business? Introduce your organization to our certified Salesforce and big data consultants today to find out how we can help.

Customer Success Stories: Aligning a Tire Manufacturing Company with the Right Salesforce Sales Cloud Solution

Aligning Tire Manufacturer with Sales Cloud

Overview

A Tennessee tire manufacturing company provides tires and tire-based services (i.e. re-treads) for commercial trucking fleets across the private and public sector.

  • # of Employees: 51-200
  • Location: Murfreesboro, TN
  • Industry: Automotive
  • Go Live Date: 3/20/2017

Who says you can’t teach an old business new tricks? Continue reading to learn how we helped bring a Tennessee tire manufacturer set in their ways into the modern age with custom Salesforce Sales Cloud solutions and integration assistance.

The Story

The company used a historical system called Tire Power. Unfortunately, it lacked an efficient way to keep up with their core commercial sales team.

Upon hiring a new director of marketing who had prior experience with Salesforce Sales Cloud, they realized the force.com platform could provide the structure and visibility they needed to enhance their opportunity pipeline along with tracking and logging customer visits.

The Challenge

The notion of lead and marketing management was new to the sales team as they had very little prior CRM experience. User adoption was a challenge due to a lack of technology and a majority of the team was used to doing things a certain way.

Our Solution

We solved user adoption challenges by creating a very simple customization and user interface utilizing Salesforce Lightning. We configured page layouts for a streamlined efficient approach and created global actions for everyday actions to make their job easier.

In addition to efficiency, we also implemented a basic integration with their internal POS system that pulls over sales figures each month which, in turn, rolls up to their Salesforce operational reporting.

The Results

Sales reps are now able to log visits and opportunities directly from their phone using the Salesforce1 application. Operational reports were created so that management can see where their reps are spending their time and any bottlenecks in the sales process.

Have questions about Salesforce integration for your business? Contact our certified Salesforce consultants today to learn how we can help you leverage the cloud for your company.

Customer Success Stories: Securing Scalability for a Residential Home Builder Through Pardot

Overview

A residential home builder that constructs high-end, luxury and customizable houses recently expanded to also build lower price point starter residential homes with fewer customized options.

  • # of Employees: 500-1000
  • Location: Roswell, GA
  • Industry: Real Estate
  • Go Live Date: 12/12/2016

A residential home builder in Georgia recently expanded their organization with a new business unit. They chose to partner with us because they needed to track all lead-to-deal sales within their existing database, along with implementing a marketing automation solution that would segment their new business unit prospects from their current customers and leads.

Read this case study to see the results:

The Story

A local real estate developer decided to bring on a new business unit. Rather than sharing two databases, however, they wanted everything inside of one Salesforce organization. There were numerous technological obstacles we had to overcome in order to achieve this.

The Challenge

  • There were two separate business processes per business unit (BU).
  • One BU’s sales processes were much quicker than the other.
  • One BU didn’t have an internet concierge to set appointments and instead passed this task over to the Customer Service Manager who then divvied it out to reps.
  • Even though reduced visibility to end sales user at an executive level was set up well, they still needed to be able to achieve a 360 degree view of all BU’s.
  • They had two Pardot instances – each managing one unit’s prospects – but they wanted to pass it all into one Salesforce org.
  • Their Salesforce org was mature and required lots of data and customization to be updated.
  • Automation led to many errors and third-party apps were confusing the data.
  • Customer did not have visibility into what lived in their system and why. We had to conduct an extensive analysis.
  • Batch jobs were timing out due to tasks reaching their limits.
  • They gave us a tight timeline of a month.

Our Solution

  • We performed a comprehensive analysis to understand back-end processes.
  • We deployed complex sharing and permission settings.
  • We configured different record types and sharing settings to reduce visibility as well as optimize the lead and opportunity processes.
  • We took into account different end user roles when setting and configuring sharing settings.
  • We optimized the client’s code and workflow automation.
  • We combined and consolidated page layout fields to be more generic for use across multiple BU’s in order to increase scalability should they continue bringing on more Business Units
  • By reducing permissions and visibility for Pardot integration users and adjusting sharing rules, we were able to ensure data synced with the correct BU.
  • We also had to adjust record types that the integration user had access to. We wanted to ensure that only the correct Salesforce end user would see the Business Unit they were apart of.
  • We consolidated automations by eliminating conflicting and duplicate automations in different formats.

The Value/Results

  • We gave the client one Salesforce org to maintain for efficiency and reduced overhead costs.
  • We gave client greater visibility into multiple business units while still respecting sharing settings.
  • We implemented two separate marketing automation Pardot apps that the client can manage separately on the marketing end, which helps keeps them more organized.
  • We facilitated Pardot setup and configuration for the new BU.

Scalability is key to the future success of any business. By leveraging enterprise solutions like Salesforce, Pardot and marketing automation tools, we were able to help this residential home builder create a sustainable blueprint for expansion.

To learn how we can help leverage enterprise technology to help your business grow, talk to our expert consultants today.

Salesforce Announces Acquisition of SteelBrick

synergy

It has been rumored for some time that Salesforce was considering acquiring SteelBrick, a company specializing in automated quote-to-cash software for businesses. Salesforce made the announcement at the end of 2015 that these rumors were true, and the company agreed to purchase SteelBrick for over $300 million.

SteelBrick is a company dedicated to efficient and automated management of business procedures such as managing invoices, billing, pricing and quoting for potential buyers. Salesforce has been a prominent investor in SteelBrick over the past few years, and SteelBrick’s quote-to-cash software was built on the Salesforce1 platform. The acquisition means that users are no longer required to leave the Sales Cloud to use applications designed to help in the sales department.

In addition, SteelBrick’s software is compatible with Lightening. Lightening is Salesforce’s new interface, which allows users to customize their Salesforce1 apps, build completely new apps and improve overall productivity and decision-making in the business world. This feature works across the spectrum of Salesforce supported apps, software and programs.

Prior to this acquisition, the Salesforce Sales Cloud lacked the internal technology to offer businesses the quote-to-cash area of automation in which SteelBrick specializes. Salesforce has formerly left these actions up to other partners, which has been the reason behind other similar acquisitions made by the cloud-computing giant. Because of this, Forbes states, “It is highly possible that Salesforce may repackage SteelBrick’s services into its Sales Cloud in its quest to becoming a one-stop shop for all things CRM,” thus increasing the Sales Cloud’s ease of use more than ever.

Want to use this new technology for your business’s advantage? Contact us today for more information about how we can make the changing world of technology work for you.

Salesforce World Tour Stops off in Atlanta, Georgia

Salesforce World Tour

If there are any Salesforce geeks and gurus like us out there, then you already know that the Salesforce World Tour recently rolled into the Cobb Galleria Centre in Atlanta, Georgia on Wednesday, December 9.

This free event was geared to helping IT and sales professionals learn new and exciting ways to connect with their customer base. Through the course of the seminar, there were a number of prominent guest speakers, keynotes and hands-on sessions to teach attendees the ins-and-outs of using Salesforce®.

Additionally, attendees learned (again in a hands-on fashion) the most successful ways to speak to their customers in order to service, market, sell and succeed through integrating Salesforce®.

What You Missed:

In case you weren’t able to attend and wanted to, here are the highlights of what you missed:

  • A sneak peek and testing of new products, such as the IOT Cloud powered by Thunder, Lightning, SalesForceIQ and more…
  • The Success Services Zone was on hand to teach about Salesforce certification, support consulting, training and more. Additionally, industry experts shared their proven practices and customer examples.
  • Attendees gained knowledge about the Salesforce® Platform and how it can speak the language of their industry.
  • Demos in the Industry Zone (part of the Customer Success Expo) showcased all the mobile, cloud and social aspects of Salesforce®.

As an added bonus, Ad Victoriam’s own David Litton, Solutions Architect extraordinaire, was a part of the Lightning Admin Booth. Hope you were able to stop by and say hello!

While the Salesforce World Tour was undoubtedly informative, you may still have questions – whether you were able to attend or not. If so, please contact us and speak with one of our cloud technology specialists. You can also find more information via our blog.