Sales Cloud Empowers an Equipment Manufacturer to Go Global

Sales Cloud Empowers an Equipment Manufacturer to Go Global

Client Success Snapshot

Client Profile:

  • Overview: A global manufacturer that produces proprietary temperature-control products for commercial use Manufacturing (Thermal Storage)
  • Industry: Manufacturing (Thermal Storage)
  • Team Size: 51-200
  • Annual Revenue: N/A
  • Headquarters: NC, USA
  • Markets: Global

The Challenge

Our client, a specialty producer of temperature-control products in North America, wanted to pivot its sales approach and achieve global scale. However, the company lacked the sophisticated CRM it would need to track its incoming leads, facilitate sales outreach, and understand how specific opportunities could contribute to its market share in a given region.

Gerent's Approach

Gerent implemented Sales Cloud and integrated the client’s email service — Microsoft Outlook — into the Salesforce CRM. Our team also established the product’s Contact Roles and Opportunity Management functionalities. Most of the work Gerent completed on the specialty equipment manufacturer’s account was out-of-the-box. However, our team created a few custom objects with WebFlow that would empower our client’s sales team to assess opportunities in specific geographic regions, industries, and verticals.

Key Outcomes

By implementing Sales Cloud with some customizations, Gerent helped the specialty manufacturer obtain the technological infrastructure it needed to pivot to a new sales strategy and expand its global footprint.

Sales Cloud’s intuitive platform empowered representatives to automate rote tasks, track outreach progress, identify their major competitors, and receive recommendations on any “next best” moves they should take to finalize a contract. Gerent’s customizations also furthered the sales team’s market research initiatives; with our custom objects, representatives can quickly quantify the potential of a specific market within a given region.

Client Success Story

When a business advances, its technological infrastructure needs to keep pace. Our client, a specialty producer of temperature-control products in North America, recognized this imperative when it began planning a significant pivot in early 2021.

Since its founding, the company has focused on bringing final-stage, consumer-ready products to consumer markets in North America. But as its operations expanded, the organization’s leaders realized that the business could achieve a global reach by instead selling its proprietary technology in bulk to manufacturers, who would use it as a component in their consumer products.

The company’s plans were ambitious; it wanted to establish sales agreements in markets around the globe. But at the time, the organization lacked the sophisticated CRM system it would need to track incoming leads, facilitate sales outreach, and understand how specific opportunities would contribute to its market share in a given region. Its usual go-to tool — Excel — simply wasn’t up to the task.

But Gerent knew of a product that could stand up to the challenge: Salesforce Sales Cloud.

Sales Cloud: A Turnkey Solution for Organized Selling

Sales Cloud is a cloud-based product designed by Salesforce for high-productivity sales teams. With it, our client could trade its siloed spreadsheets for a single source of truth — thereby ensuring that all team members had access to the most up-to-date prospect and partner information. Sales Cloud’s intuitive interface empowered our client’s sales team to access critical information about evolving opportunities in real-time. With a few clicks, representatives could track outreach progress, identify their major competitors, and receive recommendations on any “next best” moves they should take to finalize a deal.

But Sales Cloud doesn’t just facilitate outreach — it empowers organized deal making. The product’s built-in quoting capabilities allow representatives to automatically generate customized quotes and digitally transmit them to interested customers. To ensure alignment during negotiations, Sales Cloud tracks the quantities, standard prices, and quoted prices for all products included in a potential deal. Post-sale, the system can also establish revenue and quantity schedules that match the payment and delivery terms laid out in the contract.

Trading manual spreadsheets for an advanced CRM naturally boosted our client’s efficiency. Sales Cloud automated many rote tasks that previously demanded hours of the Sales team’s time; this transition allowed employees more bandwidth to pursue high-potential opportunities and forge connections with new prospects.

Sales Cloud’s Opportunity Roles Facilitate Insightful Outreach

To optimize prospect outreach, Gerent connected the client’s email service — Microsoft Outlook — to their Salesforce CRM. Once linked, Sales Cloud compiled each prospect’s outreach records into a readily accessible timeline, thereby allowing representatives to obtain instant insights into the state of a given relationship and deal progression.

Gerent’s team further enhanced these insights by establishing Sales Cloud’s Contact Roles functionalities.

“In manufacturing, there’s usually a group of people involved on deals because products like our client’s are large-scale and technical,” Bartek Dyckowski, the Lead Solution Architect for the company’s Sales Cloud implementation, shared in an interview. “You typically have at least three — the decision-maker, a project manager, and an engineer.”

“When you’re a salesperson, and you’re trying to sell something, it’s important to know the role a contact plays within an opportunity. I want to make sure I know who the decision-maker or executive sponsor is because that person has a lot of influence on a potential deal,” he concluded.

With Contact Roles, our client’s sales team could instantly identify a contact’s role and tailor their outreach accordingly. Naturally, this capability allowed representatives to take a more strategic approach to relationship-building and maximize their chances of converting leads into successful sales. Given the company’s intent to scale, this feature was invaluable.

Gerent Facilitates International Selling with Custom-Built Objects

Most of the work Gerent completed on the specialty equipment manufacturer’s account was out-of-the-box — in other words, the client didn’t require much custom work to obtain the CRM support it needed. However, our team soon realized that while Sales Cloud’s fundamental offerings covered most of the client’s needs, some special-order work would be necessary.

“We built custom objects to help with market research,” Dyckowski explained. “The client needed to quantify opportunities in specific geographic regions, industries, and verticals. Within a couple of clicks, the client’s Sales team could understand how much they stood to capture in a specific market within a given region.”

By implementing Sales Cloud with some customizations, Gerent helped the specialty manufacturer gain the technological infrastructure it needed to pivot to a new sales strategy and expand its global footprint. The undertaking was significant — and with Gerent’s help, well-worth the effort.

How can Gerent help your company achieve its ideal future state? Contact us today to start a conversation!

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