A Manufacturing Giant Eliminates Silos and Accelerates Sales with Sales Cloud

A Manufacturing Giant Eliminates Silos and Accelerates Sales with Sales Cloud 

Client Success Snapshot

Client Profile:

  • Overview: A global building products distributor that specializes in fasteners
  • Industry: Manufacturing (Construction Products)
  • Team Size: 1,001-5,000
  • Annual Revenue: N/A
  • Headquarters: TX, USA
  • Markets: Global

The Challenge

Clear communication is a necessity for large manufacturers. However, before its connection with Gerent, our client struggled to facilitate collaboration. Its existing CRM was cumbersome and had extremely low adoption among employees; many didn’t even know how to use the software to generate reports. 

As a result, many employees documented their sales and customer contacts on locally-saved Excel spreadsheets — which naturally led to damaging data silos. Because territory managers and inside sales representatives couldn’t communicate properly, their working relationships were often subpar and non-conducive to effective collaboration.

Gerent's Approach

After consulting with the client, Gerent posited a Salesforce-enabled transformation solution that would implement the following five products: 

  • Sales Cloud
  • Salesforce Mobile App
  • Salesforce for Outlook
  • Pardot 
  • Deal Support Request

Taken en masse, these products would resolve all of the client’s existing problems and facilitate greater business achievement.

Key Outcomes

The implementation empowered the building supplies manufacturer to break down its constricting silos, dramatically increase internal and external communication, and implement a marketing platform to drive better results. 

Today, the Gerent-designed and implemented solution provides the company with a 360-degree, real-time view of its customers — which, in turn, facilitates essential information updates, better sales tracking, and clear pipeline visibility.

Client Success Story

In business, success often begets complications. One of Gerent’s customers, a prominent American manufacturer specializing in fastening products, realized the truth of this axiom firsthand after its years of steady expansion led to operational growing pains. 

The company, which maintains 34 distribution centers and no less than 1,200 employees across North America and the Caribbean, prides itself on having one of the industry’s largest and most comprehensive distribution networks. Of course, size is only one component of success; the manufacturer was also determined to provide stellar customer service. 

But even as the company pursued its aspiration to become consumers’ first and last stop for building supplies, it faced a significant stumbling block: data silos.

A Cumbersome CRM Creates Big Obstacles

Clear communication is a necessity for large manufacturers. However, before its connection with Gerent, our client struggled to facilitate collaboration. Its existing CRM was cumbersome and had extremely low adoption among employees; many didn’t even know how to use the software to generate reports. 

As a result, many employees documented their sales and customer contacts on locally-saved Excel spreadsheets — which naturally led to damaging data silos. Because territory managers and inside sales representatives couldn’t communicate properly, their working relationships were often subpar and non-conducive to effective collaboration. 

This problem wasn’t limited to sales; marketing campaigns were conducted using Constant Contact, which offers no means to track email outreach or share results from one campaign to another.

Eliminating the Hurdles With a Salesforce CRM Tool

After consulting with the client, Gerent posited a Salesforce-enabled transformation solution that would implement the following five products: 

  • Sales Cloud with Guided Selling
  • Salesforce Mobile App
  • Salesforce for Outlook
  • Pardot Marketing Cloud
  • Deal Support Request


Taken en masse, these products would resolve all of the client’s existing problems and facilitate greater business achievement. Sales Cloud — complemented by guided selling — would help sales representatives select the right products or services during the quote creation process. They would also have access to Salesforce Mobile, an on-the-go service that would empower representatives to access, update, and upload Salesforce data wherever and whenever needed. 

To further break down silos, architects implemented Deal Support Request. This feature addressed the client’s collaboration problems by facilitating better communication between territory managers and inside sales representatives. 

Gerent’s team connected the company’s contacts, emails, and tasks with Salesforce. We also implemented Salesforce for Outlook — a solution that enabled sales representatives to review related Salesforce records. Naturally, this capability empowered employees to achieve greater efficiency.

Lastly, Gerent replaced Constant Contact in favor of Pardot, a product powered by the Salesforce Marketing Cloud. Pardot enables marketers to track and measure their campaigns. With it, territory managers could view marketing touchpoints with customers and leverage communication templates and materials, creating unprecedented synergies between sales and marketing.


Driving Results From A 360 Degree Customer View

The implementation empowered the building supplies manufacturer to break down its constricting silos, dramatically increase internal and external communication, and implement a marketing platform that would drive better results. 

Today, the Gerent-designed and implemented solution provides the company with a 360-degree, real-time view of its customers — which, in turn, facilitates important information updates, better sales tracking, and clear pipeline visibility.

Contact Gerent today to find out how we can help your business achieve its ideal future state!

Ready to reinvent the future?

Get Started

More from Gerent