Challenge / Goal
A leading North American freight company wanted to consolidate multiple systems supporting customer and sales activities. Their legacy systems lacked the functionality needed to support a single view of their customer base across multiple fragmented operating companies.
A significant number of manual processes were required by sales representatives and sales leaders to merge information for a consolidated sales overview. The goal was to provide a single go-to-market process to consolidate disparate sales teams, many of whom were hindered by archaic systems prohibiting growth and visibility across all channels.
Solution
Bridgenext (formerly Wave6) architected a solution on Salesforce® Sales Cloud platform and refined their sales processes. The solution automated front office procedures and integrated the company’s backend platforms for streamlined sales processes including:
- Deploying Salesforce® Sales Cloud to allow the greatest visibility across all channels
- Integrating back-office data into Salesforce®, allowing for a single view of customer revenue data
- Delivering consolidated sales processes across multiple operating companies
- Enabling collaboration across sales and service to improve external customer experiences
- Providing measurable expected-to-actual growth achievement across sales teams, operating companies and service types
Results
The new Salesforce®-based solution has substantially increased sales rep productivity. After the new functionality was launched across the sales organization, the organization immediately:
- Reduced complexity in the sales team’s go-to market
- Improved visibility for bills, revenue and churn across multiple operating companies’ activities
- Increased accessibility of data for management-level reporting
- Optimized revenue potential, pricing intelligence and opportunity revenue realization by re-engineering its entire sales process
Pleased with the results, the organization continues to expand the use of the Salesforce® platform to additional areas including customer service, sales operations and terminals.
