Driving into the Fast Lane with Salesforce

Opportunity

A transportation logistics company which provides a data/analytics platform to truckers, brokers, and shippers had embarked on a business transformation project. The project’s goal was to migrate the company’s lead-to-cash processes (CRM, CPQ and billing) from Siebel CRM and other homegrown systems to Salesforce. Project work had been ongoing for over a year, but key stakeholders lacked confidence in the processes and data to go-live with Salesforce. A senior consultant with Salesforce implementation experience and skilled in project execution was brought in with a goal to go-live in 4 months.

Solution

The consultant identified functional groups which had complex business processes and challenges with data migration. She worked with these functional groups - Enterprise Sales, Inside Sales, and Support - to define and document end to end business processes in Salesforce which included communicating process changes between existing systems and Salesforce. The consultant then trained each functional group on the new processes. She worked closely with internal IT & the implementation partner on execution within Salesforce. The consultant also provided solution and system design for complex business requirements like subscription management. After go-live, the data migration process created several challenges. However, our consultant formed a task force with key stakeholders to find solutions for data migration gaps and collaborate with all relevant groups to fix the gaps and was the voice of the customer to internal IT and the implementation partner.

Outcome

Our consultant enabled the client to successfully go-live within the timeline while achieving all of the project’s goals. Implementation of subscription management procedures increased productivity by 90%. With the data migration issues for Enterprise Sales resolved, the client was able to gain insights on internal IT processes, allowing the organization to more effectively strategize going forward.