Resolving User Adoption and Productivity Issues Using Salesforce Lightning (Case Study)

It’s well-known many companies use Salesforce to manage their marketing and Customer Relationship Management (CRM) activities. This IT behemoth comes up with novel solutions that enable users make the best use of its products. One of the major innovations of the software giant is Salesforce Lightning, a new, very user-friendly interface that goes a long way in enhancing user productivity by facilitating seamless execution of marketing and other customer-related tasks. The solution is also power-packed with various other features that delight its users.

Today, we will see how we helped a leading software product development company migrate smoothly to Salesforce Lightning from Salesforce Classic, the earlier version of the CRM system’s interface, thereby resolving user adoption and efficiency issues.

About the Client

The client is a well-known developer of IT products for Small and Medium Businesses (SMBs), headquartered in Fort Worth, Texas. They have operations throughout the world and serve more than 16,000 customers.

Project Overview

The customer wanted us to help them resolve the problem of low user adoption of their Salesforce system. They also sought our assistance in revamping their sales process and the development of a real-time data analytics system.

Challenges Faced by the Client

• The client suffered from poor user adoption levels

• Slow access to needed information resulted in low sales productivity

• The IT firm lacked a robust data analytics system

• The inability to track opportunities in time led to low conversion rates

• There was no effective end-to-end sales (lead-to-closure) process

How Solunus Helped Resolve the Challenges

As part of our tailor-made solution, we helped the client migrate to Salesforce Lightning and delivered Salesforce Lightning’s guided selling experience. We also standardized and automated the client’s sales process. Our solution also included the following.

Development of an Effective Process to View Sales Information

Our experts worked with the IT development company’s team to come up with an efficacious process to access sales information without hassles. We used Kanban views to provide an overview of the client’s sales operations.

Redesigning Data Flows and Components in an Efficacious Manner

We helped the customer redesign their data flows and components with high levels of efficacy. The redesigning initiative helped the seamless flow of sales and business data, which in turn went a long way in enhancing productivity.

Enablement of Multiple Price Books for Global Operations

Our specialists set up multiple price books for the company’s international sales operations. This enabled the IT product development organization to come up with different pricing models to suit the specific needs of its clientele.

Creation of Real-time Sales Reports and Data Dashboards

We developed a robust reporting system that allowed the customer to get real-time insights into its sales activities. As part of the exercise, our team created real-time, geo-specific reports and dashboards to monitor sales Key Performance Indicators (KPIs).