Client and Need

  • Leading national telecommunications provider
  • Improve stock performance through improved sales pipeline and forecast accuracy
  • Salesforce.com Sales Cloud implementation to automate end-to-end sales processes, and drive improved forecasting

Solution

  • Executed a successful end-to-end implementation that included business analysis, project management, change enablement, end-user training development & delivery, formal & informal knowledge transfer to internal teams, development and delivery of all program communication through a custom portal, application integration/development of 83 interfaces to back-end systems, and Infrastructure/Cloud computing expertise/guidance
  • Achieved excellent user adoption through a well-planned and executed roll-out to 2500+ users
  • Completed the implementation of the highly complex system with numerous integrations within a 6-month timeframe

Value Added

  • Delivered an exceptional 90%+ user-adoption rate across thousands of users
  • Completed the highly complex program on-time, on-budget, while also exceeding functional and partnership expectations
  • Provided a singular, seamless pane of glass to Sales reps, to increase efficiency and accuracy in forecasting
  • Recognized by client for an innovative and flexible approach, and for being an integral part of the success of the program

 

Deliverables

  • Sales processes at Level 5 detail
  • Series of sales templates and guidelines to be used during sales pursuits
  • RACI tables for each process
  • Business requirements for implementation of new standardized processes in merged organization of Salesforce.com