Challenge / Goal
A global manufacturer of steel tubing and piping, electrical support system products and metal conduits needed a solution to collaboratively build forecasts, share quota goals and track sales opportunities in a secure environment. Regional sales managers and agents desired real-time dashboards and reporting to manage key sales metrics across channels and regions while protecting sensitive company data within Salesforce®.
Solution
Bridgenext (formerly Wave6) recommended Salesforce® Community Cloud to extend its key data sharing capabilities to independent sales agents. Community Cloud creates a dedicated site where agents can enter and receive data through Salesforce®, while remaining restricted to a specialized environment configured to their needs.
Bridgenext also developed a custom Visualforce user interface that allows agents to work collaboratively with regional sales managers to define forecasts at customer and product line levels. We architected a solution to help the company track product and customer quotas for each agent. Creating a custom integration between the company’s BI system and Salesforce, agents can now view dashboards, reports and KPIs.
Results
The solution gives regional sales managers a comprehensive view of agents’ sales activities. Additional benefits include:
- Enhanced engagement of independent agents, resulting in increased sales
- Improved accuracy to better forecast and meet demand
- Improved distribution and usage of key sales reports via Salesforce® Content
- Better security increases adoption as trust in the system grows
- Reduced email and misinformation, with key information flowing through Community Cloud
