The client is Australia’s largest onshore well control equipment supplier, servicing oil and gas projects across Australia.
The Challenges
The client encountered several challenges, including a lack of visibility into their opportunity pipeline, with quotes often communicated through email or verbally, resulting in poor management oversight. Asset rentals were manually managed using error-prone spreadsheets, leading to difficulties in tracking asset statuses and recertification dates. Moreover, the manual creation of rental agreement documents with varying paragraphs and terms posed a significant administrative challenge, while sales personnel occasionally exceeded their delegation of authority, intensifying the need for streamlined processes and enhanced visibility.
The Solutions
Persistent provided tailored solutions to tackle the client’s challenges effectively. To improve the client’s business operations, we set up different Opportunity record types for each business area. For rental opportunities, we created a flow that automatically generates an asset rental record from a custom button. We also developed a multi-page proposal document for rental agreements, generated from Salesforce with merge fields that differentiate between new and existing customers.
Additionally, Persistent established an approval process that manages different levels of approval. We automated tasks and reminders for asset recertification dates and implemented clear color-coding for assets to provide a clear view of their status. Lastly, we set up tasks to manage logging emails, calls, and meetings against related Leads, Accounts, and Contacts.
The Outcomes
The solutions delivered notable outcomes for the client. Implementing Kanban and Dashboards gave them a comprehensive overview of the opportunity pipeline. Moreover, the client saved time for generating rental agreements and the integration of Salesforce and Outlook enabled them to track emails seamlessly.
Further, the client benefitted from a streamlined process of managing opportunity approvals through the CRM, with clear visibility of all assets with their respective statuses. The sales representatives enhance collaboration and transparency by logging emails, calls, and meetings. Lastly, real-time reports and dashboards across the organization helped the client improve business insights.
Technology Used
- Sales Cloud
