Success Stories & Clients

Challenges / Solutions / Impacts
Building material company boost Sales by CRM

Challenges

  • The sales process of building materials projects are typically very long, sometimes more than two years. The long selling process makes tracking of deals very hard, as the deals are large in size, client want to make sure every deal is on track.
  • Quotation process is complicated and many quotes may be involved in a single deal
  • When expanding into B2C segment, they need a systematic sales system to handle larger number of deals
  • Commission calculation process is troublesome and time consuming

Solutions

  • Implement a price control and approval system, product price is controlled centrally with multiple price books for different situations
  • Implement a two-type sales process and treat large deals and small deals differently
  • For large deal, it can further break down into small sales process to trace the deals more effectively
  • Implement commission calculation system

Impacts

  • Reduce quotation effort with less human errors
  • Increase win rate
  • Reduce human resources effort for commission handling
Client Type
Building Material Company
Solutions Implemented
Salesforce Sales Cloud, Conga Composer

Asset management company better managed their client by CRM

Challenges

  • Client information is separated in different sources, company cannot get accurate client information
  • Client information is being holded in sales representatives, lose of clients when sales left
  • Client activities are stored in excels of sales representatives only

Solutions

  • Build up customer 360 database for sales and company to get whole picture of customer
  • Migration of client data into a single source in Salesforce
  • Auto synchronize emails and calendar events to Salesforce and allow sales to record activities in Salesforce

Impacts

  • Build up customer 360 database for sales and company to get whole picture of customer
  • Better business visibility on clients, engagement activities and pipeline
Client Type
Asset Management
Solutions Implemented
Sales Cloud

Fund company enhance fund management by CRM

Challenges

  • Recruiting new funds and fund managers involve long engagement process which is hard to follow up
  • Project manager have to invest in lots of resources in following up the status of fund creation
  • Hard to visualize sales / pipeline performance of different funds
  • Customer want to cross sell their funds to existing clients

Solutions

  • Implementation of fund manager nurturing journey, from events, to edm to conversion
  • Implementation of project management workflow to trace fund development process
  • Implementation of sales process of fund for better sales and pipeline monitoring
  • Segmentation of clients for better cross selling

Impacts

  • Fund creation are more efficient with all project status in trace
  • Enhance internal communication to facilitate fund creation process
  • Increase in conversion rate for new fund manager
Client Type
Fund House
Solutions Implemented
Sales Cloud, Quip
Medical consultancy maintain long term customer relationship by CRM

Challenges

  • Customer medical and mental record is complicated and hard to get insight from them
  • Family relationship and family medical record is hard to visualize
  • Medical consultation involve long and complicated workflow and process which is hard to manage

Solutions

  • Generate reports and dashboards to visualize customer data
  • Consolidating different family members and relationships for better management
  • Set up workflow for medical consultation

Impacts

  • Medical consultant can provide better service to their customer with comprehensive customer 360
  • Customer’s family members are better served with family 360 database
  • Greatly enhanced the efficiency of providing medical consultation service
Client Type
Medical
Solutions Implemented
Sales Cloud, Pardot
IT company enhance sales and operation by CRM

Challenges

  • The sales process of IT projects is very long, as the number of opportunities in the pipeline increases, precise tracking of opportunities is very hard.
  • Client invests in Google AdWords but lead quality generated is bad
  • It is hard to justify the cost of project quoted by Sales
  • Client want to enhance customer support quality

Solutions

  • Set up standardized sales process to enhance sales visibility
  • Break down of sales process into presales and sales process. Cost of project is controlled by project manager rather sales
  • Synchronize conversion data from Salesforce to Google AdWords to trigger smart bidding and enhance lead quality
  • Implement support ticket system to keep track of support quality

Impacts

  • Increase number of leads and lead quality
  • Enhance win rate of sales deals and cost control
  • Improve customer support quality
Client Type
Information Technology
Solutions Implemented
Sales Cloud, Partner Community
Factory enhance sales and repeat purchase by CRM

Challenges

  • The factory has a large number of customers, it is very difficult and require huge resources to maintain a good relationship with them
  • The account ownership structure is confusing and further increases the burden of salesman
  • The price calculation is complicated, salesman cannot provide a timely and accurate price to customers

Solutions

  • Develop an activity management system to monitor the ongoing contacts with customers
  • Set up customer activity KPIs to make sure every customer is well managed
  • Set up account ownership privacy sharing system to enhance efficiency of salesman
  • Implement price calculation system and pricing approval process

Impacts

  • Efficiency of sales team is greatly enhanced, sales turnover per salesman increased
  • Enhanced business visibility in sales, pipeline, forecasting, pricing control
Client Type
Factory
Solutions Implemented
Sales Cloud
Factory boost internal control and communication by CRM

Challenges

  • Customers are handled by different sales teams and information is not synchronized between them
  • Inefficiency in communication between sales, pre sales, production, finance team
  • Sales team do not have enough information to perform account management activities

Solutions

  • Implementation of role security measures and account management hierarchy to allocate customers to sales
  • Consolidate all production information into Salesforce and share it among all parties
  • Data analysis for different team to understand customers and sales insights

Impacts

  • Efficient of sales and production greatly enhanced with accurate and timely information
  • Enhance customer retention by better understanding of customers
Client Type
Factory
Solutions Implemented
Sales Cloud
NGO draw more donation and grant by CRM

Challenges

  • Donation records are stored in different sources, hard to know donation activities of donor
  • Grant is hard to manage as the grant process is long and complicated
  • In kind donation is not recognized
  • Organization has lots of high potential donors but not probably engaged

Solutions

  • Set up donation management system to record donation of customers
  • Set up grant management process to keep track of the grant process and different budget target
  • Set up soft credit management system to recognize in kind donors
  • Use data analytics to find out high potential donor and use automated engagement plan to keep them engaged

Impacts

  • Gain visibility of donation and donor data
  • Enhance close rate and sales cycle of grant
  • Draw more donation from most valuable donor
Client Type
NGO
Solutions Implemented
Non Profit Success Package
NGO provide better service by CRM

Challenges

  • Service requests increased rapidly, creating high pressure for agents
  • Client need to handle large amount of volunteers
  • Some service requests take long duration to handle and involve many parties, making it very difficult to manage

Solutions

  • Implementation of case management system with different SOPs so client can handle service requests more efficiently
  • Implementation of volunteer management system to handle preferences, time shifts and volunteer participation

Impacts

  • Reduction of work load for agents
  • Volunteers are managed better and volunteer participation rate increased
  • Service request successful rate improved
Client Type
NGO
Solutions Implemented
Non Profit Success Package
Retail chain build up customer 360 profiles by CRM

Challenges

  • Customer data is coming from different sources, such as POS, online store, mobile app and impossible to know full customer details
  • Customer enquiries are coming from different sources and different channels

Solutions

  • Synchronize all sources of data and create a single source of truth customer 360 profile
  • Build up omni channel engage and group Whatsapp, Facebook, email, phone call,contact us form together

Impacts

  • All customers information are visible, enabling client to perform better customer service and marketing campaign
  • Enhance customer experience by providing a continuous communication in all channels
Client Type
Retail Chain
Solutions Implemented
Service Cloud, Digital Engagement
Online store create O2O customer journey by CRM

Challenges

  • Sales are handled in both online store and offline sales channel, and each side does not have the sales figures of other channel
  • Customer enquiries are coming from different sources and different channels

Solutions

  • Set up sales process for offline sales channel and synchronize Shopify data with in CRM
  • Build up omni channel engage and group Whatsapp, Facebook, email, phone call together
  • Set up marketing automation journey to auto engage with customers

Impacts

  • High potential customers are segmented by combination of offline and online data
  • Provide better customer service by in depth understanding of customer and continuous communication across different channels
  • Generate more sales by more engagement with customers
Client Type
Online Store
Solutions Implemented
Sales Cloud, Service Cloud, Digital Engagement, Marketing Cloud
Brand owner enhance distributors management by CRM

Challenges

  • Difficult to manage price quoted to different distributors as every distributor has unique contract
  • Sales manager lack ways to enhance sales

Solutions

  • Build unique pricebook for each distributor and control bottom prices to be quoted to each distributor
  • Assign login to CRM to distributor with large amount of order volume so that they can place orders themselves
  • Set up account planning for major distributors with sales target, campaign collaboration and engagement history

Impacts

  • Greatly increase the efficiency and accuracy of quoting distributors
  • Visibilities of sales activities are enhanced and sales can be better managed
Client Type
Brand Owner
Solutions Implemented
Sales Cloud, Partner Community
Professional Service and Finance
Retails and E-Commerce
NGO
Manufacturing and Wholesales

TVP Funding (Funding Technology Voucher Programme)

Salesforce Sales Cloud project is covered by HKSAR government’s TVP funding.
The fund subsidizes HKD 600,000 of development cost.

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