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Japanese Manufacturer – Salesforce

Japanese Manufacturer Achieved Shorter Sales Cycle and Maximized Deal Size Through Implementation of Salesforce

Introduction

Project Overview

The Japanese client is a leading manufacturer of metrological technology and precision measuring instruments with sales offices in over 40 countries.

The client has a significant presence in India with 9 sales and service locations across the country, covering all major industrial belts.

Challenges

  • Slow sales cycle due to time-consuming quote generation and approval process.
  • Need to simplify the complexities and create a unified sales platform for quick quote-to-cash process for 2000+ products in the portfolio.
  • In addition to the challenges mentioned, the client’s sales team also faced difficulties in tracking the status of quotes and proposals. It was difficult to determine which stage of the process the quote was in and who had ownership of it at any given time.
  • Due to the complexity of the quote generation process, there were frequent errors and inaccuracies in the quotes provided to customers. This led to frustration and delays in closing deals, and also affected the credibility of the sales team and the company as a whole.
  • Generating accurate and timely reports on sales activities, pipeline, and revenue was also a challenge. The existing system was not providing the necessary visibility and insights to help the sales team make informed decisions and optimize their performance.
  • The client realized that to address these challenges, they needed a robust and integrated sales platform that would enable them to streamline the entire quote-to-cash process, improve accuracy and speed, and provide real-time visibility into sales activities and performance.

Solutions

  • Implemented Salesforce Sales Cloud and configure, price, quote (CPQ) solution to streamline the sales process
  • Configured 50+ product rules and 25+ pricing rules to accommodate discounts, product rules, and custom documentation
  • Successfully integrated Microsoft Dynamics NAV with Salesforce Sales Cloud for inventory availability check
  • Provided structured roll-out for the entire product range with price books based on regions and countries
  • Implemented custom discounts based on customer credit rating on quotes and line items
  • Offered flexible and robust Salesforce managed services to ensure peak performance and increased ROI.

Results

  • Unified sales system for a streamlined lead to quote process and shorter selling cycle.
  • Improved productivity of the sales team with faster and more accurate quote generation and access to comprehensive analytics.
  • Reduced conversion time and increased conversion, leading to accelerated revenue growth.
  • Faster time-to-market for new products with dynamic pricing and discount accommodation.
  • Guided selling capabilities helped close deals faster and maximize deal size with upselling and cross-selling.
  • Integration between Salesforce and Navision provided the sales team with inventory data in one place.
  • Enhanced support from TIS’s flexible, robust, and responsive managed service solution increased the productivity of the client’s IT team.
  • Improved user adoption and overall performance led to increased ROI from Salesforce investments.

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