Salesforce.com Implementation

Operational Excellence
Written By INOVAT

A 100% successful implementation

Case Studies

Business Issue

A premium brand consumer-product company had a failed implementation of Salesforce.com. The reasons for the failure were due to several issues including:

  • Lack of adoption by the outside sales representatives.

  • High error rate with data synchronization between Salesforce.com and the company’s ERP system.

  • Poor performance with the synchronization interface.

  • Inadequate mobile technology and management practices.

  • Poor implementation practices and change control.

  • Lack of partnership between IT and Sales.

Approach Used

Flow rapidly developed an improvement plan that included:

  • A detailed analysis of the “as-is” state.

  • Error assessment and identification of the “Critical-to-Quality” metrics.

  • Assessment of the mobile technology and management of the solution.

  • Evaluation of the implementation partner and implementation practices.

  • Project management practices and communication across the stakeholders.

Results

Flow Consulting managed the successful re-implementation of Salesforce.com producing the following improvements:

  • An 80% reduction in synchronization errors.

  • A 200% improvement in the synchronization performance between Salesforce.com and the ERP system.

  • A 60% productivity increase of the Outside Sales team by deployment of a new mobile technology.

  • A 100% successful implementation and adoption across the organization by driving process improvements through training and providing the right metrics for the sales team.

INOVAT http://inovat.com
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