Increasing efficiencies in complex selling with Sales Cloud
Founded in 2011 and located in Harrogate – UK, Intelligent Servers is one of the UK’s leading resellers of refurbished servers, storage arrays, networking equipment, and components. They also sell refurbished workstations, second-hand computers, and laptops, specialising in HPE, Dell, and Cisco products.
They have more than 200,000 IT products in stock at their warehouse and most can be configured to your exact requirements. This serves to establish an environmentally friendly option by drastically reducing your electronic waste and saving you up to 80% compared with buying brand-new equipment.
The Challenge
Intelligent Servers approached Art of Cloud with a need to expand and upgrade their existing CRM system.
As the company had grown, its old system was failing to meet increasingly complex internal and consumer demands. Its limited capabilities were restricting the visibility of customer engagement and key data points throughout the business.
The lack of visibility into customer and employee data was delaying business decisions and also casting a shadow of doubt as to the accuracy of reports that were generated either from the system or using BI tools to attempt to plug holes in the poor User Interface.
Activity history between the team at Intelligent Servers, their suppliers and their customers was siloed inside individual inboxes which was delaying the progress of sales as well as solving issues.
The Solution
- Implementation of Sales Cloud
- Integrations with peripheral systems (Phone System, PDF Generators and Stock Config Tools)
- Implementation of a ‘High Accuracy’ sales process
- Highly configured UI for ensuring data accuracy whilst maintaining ‘usability’ for the Sales Team
- Work with key stakeholders to understand KPI’s and reflect this inside the system
- Alterations of the standard layouts to service industry-specific requirements of the sector for international shipping
- Integration to Email client for automatic activity tracking
The Results
- A properly enabled selling team
- Immediate increase in employee satisfaction
- Trackable response rates from marketing emails
- Incredibly accurate data due to custom sales processes associated with different channels
- Automatic linking of email activity
- A scalable system which offers more scope for growth and modifications in the different teams
- Increased collaboration using Chatter
- Vastly improved reporting to allow intelligent business decisions
