Embed Size (px)
DESCRIPTION
In case you missed it: Here's the webinar presentation "Manufacturing on the Ground and in the Cloud," featuring 20-year manufacturing industry veteran and current CEO, Stephen Walker and Salesforce Platform AE, Jonathan Fritz. Learn from Stephen about industry-specific business challenges, evaluating solutions, why they chose Salesforce over alternatives, how fast and easy implementation was and the immediate business impact they realized. To learn more, or to request a demo from Salesforce and/or Configero, please contact us at [email protected].
Citation preview
Configero Proprietary and Confidential 1
“Manufacturing on the Ground and In the Cloud”
Wednesday, May 30th Presented By: Configero and Salesforce.com
Configero Proprietary and Confidential 2
Today’s Presenters
Jonathan Fritz, Platform Account ExecutiveSalesforce.com www.salesforce.com
Stephen Walker, Former PresidentCRC Manufacturing (now Hydratech Industries)www.hydratech-industries.com
Jody Hamlett, Managing DirectorConfigerowww.configero.com
Configero Proprietary and Confidential 3
Customer Success
Configero Proprietary and Confidential 4
Background Headquartered in Denmark with production facilities in China, India, and the US, Hydratech designs and sells standard and custom industrial products
• Products • R&D• Engineering• Service/repair
Configero Proprietary and Confidential 5
Business Challenges
Complex, customized product offerings and long quotation lead times
Manual, time-consuming order entry, product configuration and quotation approval processes
Disconnected lead, opportunity and customer data preventing pipeline visibility and accurate forecasting
No system for centrally managing leads
Limited visibility into profitability of products, margins, commissions
Recent consolidation of global operations and product lines increased complexity of sales and operations
Configero Proprietary and Confidential 6
Why Salesforce.com?
Evaluated Microsoft Dynamics and Tour de Force
Cloud-based approach was key in decision
Scalable, flexible and customizable as we expand and consolidate
operations globally (LANGUAGE SUPPORT)
Limited IT involvement and responsibility
Impressive network of expert partners like Configero with deep domain and
business transformation expertise
Didn’t require integration with software-based systems
GOAL: Build easy-to-use mobile-enabled solution for automating and tracking opportunity-quote-approval process
Configero Proprietary and Confidential 7
Rapid Deployment, Painless Process• Seamless data migration from
JobBOSS to Salesforce Active customers/prospects and account details YTD sales (summary number) Expense and sales budgets
• Data from core back-office systems to sync account, customer, opportunity, quote, order, and job cost summary
Just 8 weeks to deploy to sales organization (inside reps, field sales, management)
Configero Proprietary and Confidential 8
Connecting the Dots
c Quote distribution synched with email
Electronic quote approvals
Product configurator for bundling parts
Integrated with Price Books
Clone line items for standardization
Chatter for inside/field sales collaboration
Pipeline reporting + sales forecasting
Custom Quoting App
built on Force.com to Optimize
Lead-Opportunity
-Quote-Approval
c Opportunities tied to quotes
Complete lead management
Configero Proprietary and Confidential 9
Mobile-Enabled Sales Force
• Log visit and call report activity• View open opportunities for
sales call planning• Manage calendar and budget
on the road• Review pipeline remotely• Inside and field reps
collaborate on leads, opportunities via Chatter
• Entire sales force has relevant information at their fingertips
Configero Proprietary and Confidential 10
Critical Business Intelligence
Real-time reporting and visibility Reporting by market segments and
demographics for order intake intelligence
Custom dashboards to track pipeline progress
Accurate forecasting Reports that used to take hours to
generate now take minutes
Configero Proprietary and Confidential 11
Immediate Business Impact Pipeline report time down from 1 day to 15 minutes, enabling reps to
focus more time in the field and selling
Report generation now takes minutes vs. 8 hours previously
Ability to track entire sales process from lead to opportunity to quote to order for pipeline visibility and accurate forecasting
Accelerated quote generation process automates customization and distribution
Centralized Job Cost Summaries for visibility and reporting around profit margins, commissions, quote accuracy
Speed and accuracy of proposal process = shorter lead times, increased sales productivity and competitive advantage
Configero Proprietary and Confidential 12
Expanding Impact, Value
• Global roll-out to sites in Europe, Asia, South America
• Order Intake Budget vs. Actual Dashboard and Report for Sales and Management
• Integrate online product configurator tool with quoting system for user-generated opportunities
• Custom warranty claim manager application for case management
Configero Proprietary and Confidential 13
Best Practices, Lessons Learned
Don’t underestimate importance of data quality in process
Don’t be afraid to innovate
Embrace custom applications for unique and complex business processes
Phased approach and roadmap to focus on most critical business areas
Gain executive buy-in with clear business case
Configero Proprietary and Confidential 14
The Salesforce Advantage
The ability to easily customize the Salesforce
CRM applications for our unique manufacturing industry-specific needs is
something that no other
solution on the market
offered.
-Jim Malloy, VP of Sales
Streamline multi-step processes
Replace manual and inefficient workflow
Integrated collaboration and content
Can be built by Business or IT
Platform ServicesVisual WorkflowProgrammatic LogicAnalytics
Instant ScaleAnalyticsMobile
Critical Processes Increase efficiency with the Cloud
Customers Include:
ERP, Warehouses, Mainframes
Instant access for any employee
Proven user adoption
Rapid deployment, Instant scale
Integrated collaboration
Collaboration
Employees Partner
Social Media
Platform ServicesOpen APIData ModelerCustomizable UI
AnalyticsMobileOpen Languages
Social Front Ends Create A Layer of Agility Around Legacy Systems
Customers Include:
14+ Apps on Platform
Master Data Management
Recruiting
Training
Campaigns
SAP Integration
Live in 3 continents in less than 12months
Kimberly Clark Application Landscape
Customer Management
ERP
ROI
Workplace
CTM Marketo
Training
Sales Marketing
HR
BW
Finance
G and A
ERPWorkday
ERP
Collaboration
ESB
Expose 2.0
ERP
salesforce Other Cloud On Premise
Timba
MDM
Hoovers
Safety
Scientific
Kimberly Clark Social Front End Delivers 108% ROI in Less Than 12 Months
Configero Proprietary and Confidential 18
Workflow in the Cloud
-What are you still using Excel for? -Which business processes are manual, repetitive or standardized?-Which processes are unique to your organization’s operations?
• Commissioning • Warranty claims• Procurement • Shipping • Product registration• Bill of Materials
Configero Proprietary and Confidential 19
Thank you for joining us!
Questions for Presenters
Get Started Today: Salesforce Demo 30-Day Free Trial Business Process Review
Contact [email protected]@salesforce.com
