Finding the Right Salesforce Implementation Partner

Finding the Right Salesforce Implementation Partner

Klaussner Furniture Industries began their Salesforce implementation process with another partner but was unhappy with their progress.

Klaussner, one of the nation’s largest makers of home furniture, then turned to Ad Victoriam Solutions. Our proven industry knowledge and project experience provided them with a long-term scalable solution for their specific business needs.

Klaussner’s Business Challenge

Since Klaussner has nationally-based representatives, their processes were disjointed and difficult for them to manage. Their representatives were tracking their opportunity pipeline using an Excel spreadsheet fed into their IBM AS/400 legacy system.

The solution Klaussner desired was one central system to manage their teams with consistency in reporting to gain insight into sales performance.

Ad Victoriam’s Salesforce Solution

After a deep dive into their business, a technical roadmap was created. To successfully meet Klaussner’s goals, the Ad Victoriam consulting team implemented Salesforce Sales Cloud in the Lightning Experience and a Mobile solution that included:

  1. Building a lead conversion process verifying all leads, approving the lead to be a customer, then creating an associated opportunity.
  2. Custom-building an opportunity pipeline to measure what business they can expect from each opportunity. Analysis of which opportunities are likely to progress and which are less likely to result in revenue was included.
  3. Enabling Salesforce Mobile for reps to utilize remotely to capture data, and connected the data with a custom object. Data captured now details particular office visit aspects to analyze which aspects are valuable and impacting sales.
  4. Integrating Klaussner’s legacy IBM AS400 system with Salesforce Sales Cloud. That allowed for connecting back-end office data with leads, opportunities, and sales data.
  5. Designing a systematic roll-out process for the reps for each individual part of the system. This included hands-on scenario-based training, combined with homework assignments.
  6. Creating reports and dashboards to provide management with insights into system adoption, customer data, pipeline management, and store visits.
  7. Enabling and modifying Salesforce Chatter to manage the Klaussner’s service needs.

Above all, you want your Salesforce implementation to be done right the first time. Ad Victoriam’s nimble team of more than 70 certified professionals across the country can accelerate your business. We’ll do that by simplifying your complex problems through cloud, integration, and data expertise. In addition, we pride ourselves on forming deep relationships with clients that go beyond the initial project.

If you would like us to design a strategic technical roadmap to streamline your operations, accelerate your sales, and provide your business with a long-term scalable solution tailored to your specific business needs, contact us here, or fill out the quick form below. We can’t wait to talk to you!

 

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Effectively Integrating an Automated Quotation Process

Effectively Integrating an Automated Quotation Process

Headquartered in Suwanee, GA, Control Southern has been helping manufacturing plants run better, faster, and smarter through automation and customized valve solutions since 1956. However, Control recently needed a solution of their own. They needed an effective integrated solution between Salesforce Sales Cloud, Salesforce CPQ and their ERP.

Control’s Salesforce Challenge

Control Southern was utilizing Salesforce Sales Cloud in Classic, Excel spreadsheets, and Phoenix Software alongside their ERP, IFS.

When Control used Phoenix to build their quotes, the quotes would sync with their ERP, independent of their Sales Cloud. As a result, their siloed systems required users to touch, reference, and manipulate multiple applications during their quotation process.

Realizing their dilemma, Control decided an automated quotation process that also integrated with their Sales Cloud and ERP would better serve their needs, processes, and customers. Thus the reason why Control turned to Ad Victoriam Solutions (AdVic) and a Salesforce CPQ solution.

In addition, Control wanted to convert from Salesforce Classic to the Salesforce Lightning Experience.

After a careful deep-dive into Controls’ current systems – and a complete understanding of their business and future needs – the AdVic team implemented a nine-point solution.

Salesforce Implementation & Integration Results

Since AdVic’s implementation and integration of Salesforce CPQ, Control’s connected databases and processes have drastically increased productivity through automation. The upgrade eliminated the users’ need to switch to multiple systems during the quote creation.

In addition, effectively integrating Control’s accounts, systems and their products with their ERP has unified their data increasing efficiencies. As a result, custom flows, automation, and minimal clicks have positively impacted their system usability.

Other positive results include:

The new quoting templates and quick action buttons have provided Control with clear, accurate quotes. The templates have also reduced quote related inquiries – increasing customer satisfaction – and has sped up the sales cycle process.

The ability for Control to visually adjust in the quote details, which has increased user-friendliness and, therefore, positively impacted user adoption and system utilization.

Custom filtering and data validation applied prior to data cross-platform sync, combined with approval processes, have increased Control’s data accuracy and integrity.

Want to experience the same kind of results Control Southern did with your Salesforce implementation or integration project?

Contact Ad Victoriam today to learn how our team of problem solvers can help your company seamlessly implement and integrate a custom solution to solve your unique set of challenges. Ad Victoriam treats our clients as partners, not a one-off project. We will dive deep into your business and your challenges to provide an innovative, scalable solution. Reach out to our solution team today.

 

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Why Your Business Needs a CRM

Why Your Business Needs a CRM

From revealing sales opportunities to tracking every single customer interaction, implementing a Customer Relationship Management platform (CRM) positions your business for real growth.

Why is a CRM Important?

At its core, CRM enables your business to deepen relationships with your customers, service users, colleagues, partners, and suppliers. You can see everything in one place. There's a simple, customizable dashboard that can show you your customer’s previous history with you. You will also see the status of their orders, any outstanding customer service issues, and much more.

Think of CRM as a tool that creates a 360° view of your customers.

CRM also helps you find new customers, win their business, and keep them happy by organizing customer and prospect information in a way that helps you build stronger relationships with them and grow your business faster.

CRM is Not Just for Sales Teams

A CRM platform implementation helps the sales team to better understand their sales pipeline. Sales managers can access reliable information about the progress of individual team members. Sales reps can spend more time selling and less time inputting data. Less time, means they’re more productivity!

But other departments in your company will benefit from a CRM, too.

For instance, marketing teams use CRM to make forecasting simpler and more accurate. Sales gets a clear vision of every opportunity or lead through a mapping of the whole customer journey from inquiry through to sale, with a better understanding of the sales pipeline. Marketing can then use that information to create email, social media, and advertising campaigns targeting your company’s leads.

Another department that benefits from a CRM implementation is Customer Service. Those teams can effectively track conversations across multiple channels. Perhaps a customer might raise an issue in one channel – say, Facebook, LinkedIn or Twitter – then Customer Service teams can switch to email, phone or live chat to resolve the issue in private.

Remember, without a common platform for customer interactions, communications can be missed or lost in a sea of information. That leads to an unsatisfactory response to a valued customer.

Additionally - and you may never have thought of this - but your HR department can also benefit from a CRM platform. It enables the team to accelerate recruitment, track employee performance, speed the on-boarding process, analyze resourcing needs, identify skills gaps, and support the staff retention targets.

What Else Can a CRM Do?

A CRM platform can also connect to other business apps that help you to further develop customer relationships. A CRM solution can also integrate with your other business tools, such as an ERP, EHR/EMR, document signing, and accounting and billing. Now, information flows freely, giving you a true 360° view of your customer.

Lastly, today's new generation of CRM platforms goes one step further with built-in intelligence. This automates administrative tasks, like data entry and lead or service case routing, so your teams can free up time for more valuable activities.

These automatically generated insights will help you understand your customers better. They will also predict how customers will feel and act so that you can prepare the right outreach.

Ad Victoriam’s team of consultants can show you how a Salesforce CRM platform implementation can change and grow with your company’s processes. That helps with efficiencies and will have an enormous impact on your company’s bottom line. Let's talk today! Just fill out the form below, or click here.

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MFA for Salesforce Users: How To

MultiFactor Authentication Salesforce

MFA (Multi-factor Authentication) is a security control that requires users to verify their identities by providing multiple pieces of evidence before gaining access to a device or application.

The difference between MFA and 2FA is that two-factor authentication always utilizes two factors to verify the user’s identity. Multi-factor authentication could involve two or more factors to verify the user’s identity. “Multi-factor” just means any number of factors greater than one.

Why is authentication important?
Authentication is important because it enables organizations to keep their networks secure by permitting only authenticated users (or processes) to access its protected resources, which may include computer systems, networks, databases, websites, and other network-based applications or services.

Why MFA or 2FA?

Sometimes MFA/2FA needs to be enabled for Salesforce® user accounts that need to be able to authenticate from multiple devices.

Luckily, it’s easy as long as you plan ahead and save the necessary information when first connecting.

These instructions are for a one-time password generator app, NOT Salesforce Authenticator. The two apps that were used for the screenshots in these instructions were Authy (on iOS, also available for Android) and Authenticator (a Chrome extension). Both are free and readily available, but lots of other options are available as well.

Read on for detailed instructions.

Step 1: Getting Your Key

The following instructions are for Salesforce specifically, but you should be able to follow the same basic process for other applications. The important part is to get the manual code (instead of using the QR code) and making sure you save it.

Once you click Connect, you may have to verify your identity via email or another method. Once that’s done, you should get a screen with a QR Code. Click the “I Can’t Scan the QR Code” link at the bottom of the page.

The next screen will give you your key. This is VERY important. This is your only chance to save this value. Copy it and paste it somewhere safe.

You must record the key when you first sign up for MFA. Once you close the window, there’s no way to get that value back. If this happens, you will have to disconnect/unauthorize the current authentication and generate a new key. Any devices authenticated with the previous key will no longer work and will need to be re-authenticated with the new key.

Go ahead and connect to the authenticator of your choice so you can complete the verification process. Otherwise, the code won’t be validated and you’ll have to start over.

Step 2: Connecting to an Authenticator

For Authy on iOS

Click “Add Account.”

Click “Enter key manually.” at the bottom of the screen so you can use the previously generated key.

Use the previously generated key. (Tip: Text or email the key to yourself, so you can copy and paste it in, instead of trying to enter it manually.)

Give the account a name, and you’re done!

You’re now connected. If you’ve previously connected to an authenticator using the same key on another device, this number should match the number on other devices.

For Authenticator Chrome Extension

Click the pencil...

… then + to add a new account.

Click “Manual Entry” so you can type in the previously generated key.

Enter a descriptive name for the Account and the key.

You’re now connected. If you’ve previously connected to an authenticator using the same key on another device, this number should match the number on other devices.

 

Does your company need help with authentication or to roll out an effective Salesforce implementation? Working with an experienced Salesforce Consulting partner – such as Ad Victoriam with a proven history of success – will help your company harness all of the power that Salesforce offers.

To learn how Ad Victoriam Salesforce Consultants can assure that your new Salesforce implementation will be a smooth success, connect with us here.

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Planning Your Salesforce Implementation

Salesforce Implementation Ad Victoriam

As you begin planning your new Salesforce implementation, you may have concerns about making the project a success. If you are on the fence about adding a consulting partner to guide you, start by considering the following questions:

  1. Does your company have an internal resource who will be your project champion? Will that person have the time and expertise to lead your Salesforce implementation?  
  2. Can your project champion (alongside your implementation team) develop the appropriate Salesforce features to solve your business needs?
  3. Do you have data cleansing or migration needs that your team has the skill set to address?
  4. If needed, is your team able to integrate your technologies (ERP or legacy system) with your Salesforce platform to create a 360-degree view of your data?  
  5. Does your implementation team have the knowledge and authority to make decisive and timely business decisions?

Do You Need a Salesforce Implementation Consultant?

If you decide that you don’t need a Salesforce implementation consultant, check out these top tips from our team.

If, on the other hand, you come to the conclusion you absolutely do require an outside consultant, we can help.

Ad Victoriam is a Salesforce Platinum Partner, which certifies that our team has the experience, skills, and ability to deliver innovative solutions. We have the resources that can begin your project within weeks, not months. We become fully engaged in your business and the project, provide weekly status calls and assist you with user adoption.

Remember, rolling out an effective Salesforce platform takes time and careful planning. Working with an experienced Salesforce partner - such as Ad Victoriam Solutions - will help your company harness all of the power that Salesforce offers.


To learn how Ad Victoriam consultants can assure that your new Salesforce implementation will be a smooth success, connect with us here or share your information below. 

 

 

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Salesforce Implementation Supports Homeless

Salesforce Implementation Supports Homeless Non-Profit

A Salesforce user since 2010, The Interfaith Hospitality Network of Athens, Inc. (IHNA), an affiliate of Family Promise, is a non-profit organization with 1,000 volunteers. Their sole purpose is to provide immediate shelter and guidance to homeless families with children, due to misfortunes in their lives. 

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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Tips for Salesforce Implementation Success

Tips for Salesforce Implementation Success

Thinking about implementing Salesforce or getting ready to kick off your project? Here are some of the top tips to keep in mind from our Ad Victoriam consultants. They have decades of experience implementing successful solutions to manufacturers, healthcare providers, retail chains, and more.

Subject Matter Experts

Start your project on the right foot. Gather your subject matter experts into one room for your Salesforce implementation discovery. They know the step by step process and specific actions needed to do their job better than your C-level and managers.

Full Transparency

Next, be sure to share all of your needs, issues, and concerns with your Salesforce implementation team. It’s important to do this during the discovery phase and throughout the project. This ensures the platform addresses all of your needs. Sharing early and not waiting till the end will help get you what you need by projects end. No concern is too small or too big!

User Acceptance Testing (UTA)

Make sure that the people who use the system on a daily basis are the ones testing it. Use the team members who will “live” in the system. Do not use the manager to test.

Plan for Go Live

Now, it’s time to go live, but it’s first important to understand each person’s part when preparing to go live with Salesforce. Establish a solid roll-out plan that includes status updates, testing, go-live dates and also a user adoption strategy so your org embraces the new system.

If after reviewing these tips you decide that you need guidance to make your Salesforce implementation a success, our Salesforce implementation consultants can help.

Ad Victoriam is recognized as a Salesforce Platinum partner. Our certified team has the experience, skills, and ability to deliver innovative solutions that meet your organization’s precise needs. Rolling out an effective Salesforce org takes time and careful planning. Working with an experienced partner – such as Ad Victoriam Solutions – can help your company harness all of the power that Salesforce offers.

To learn how Ad Victoriam consultants can assure that your new Salesforce implementation will be a smooth success, connect with us quickly at www.AdVictoriamSolutions.com.

 

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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. 

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