CUSTOMER STORY
A Sales Cloud implementation for an Avionics Manufacturing company
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Toronto Office
1050 King Street West
Toronto
M6K 0C7
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Company Profile
Founded in 1996, Mid-Canada Mod Center (MC2) was derived from their parent company, Kitchener Aero Avionics. MC2 located in Toronto is focused on providing industry avionics expertise to the corporate and 2nd tier commercial aviation markets. Their services include avionics sales, service, repair, design, certification, and installation.
At the time, MC2 managed customers in Excel.
The Challenge
Management wanted to improve visibility, accountability, and transparency with their CRM system
- They sought visibility into what activities were taking place with Customers, such as emails or any form of communication with Customers
They recognized that their growth would stagnate if they weren’t able to track their Leads, Opportunities, Forecasted Sales, and Sales. They wouldn’t be able to make a meaningful analysis of where the Sales pipeline was at.
They wanted to be able to forecast and project their expected revenue for the quarter
- This would allow them to analyze and improve on their Sales pipeline
- They would be able to allocate resources accordingly with visibility into the expected revenue
Data Migration
- Needed to incorporate their data into the new system, however, their data required to clean up to be imported into Salesforce CRM
CRM Adoption
- Management recognized that training was crucial to adoption of the CRM system
The Solution
To address the challenges that MC2 experienced, we implemented Sales Cloud Professional Edition and customized the objects to fit their business needs.
The following issues were addressed in implementation:
Visibility
- We customized the objects Leads, Campaigns, Accounts, Contacts, Opportunities, Forecasts to reflect MC2’s business
- Reports & Dashboards were created to provide Management with insights into the pipeline
- Web-To-Lead forms were configured to ensure that leads captured from web pages were sent directly to their Salesforce CRM
Data Migration
- We collected data from existing data sources
- Microsoft Excel
- Microsoft Outlook
- Reviewed, restructure, clean and scrubbed data to be imported into Salesforce.com
- Imported data into Salesforce using DataLoader
- Working with each end-user to import the contact list from Microsoft Outlook
Training
- Salesforce Administration Training was provided to ensure the user was equipped to administer the Salesforce org on a day to day basis
- Carried out user training to help users learn how to implement and configure Salesforce for Outlook connector for all users and to verify bi-directional connectivity
Products Utilized
Sales Cloud
As the core foundational CRM product within the Salesforce platform, Sales Cloud provides the baseline for the 30% revenue growth that the average App Solve customer achieves. Key areas like contact management, opportunity management, forecasting, reports and dashboards allow you to automate sales to supercharge growth.
What Our Customers Are Saying
Digitcom hired AppSolve to streamline Digitcom's processes from Quote to Cash. A digital service provider, Digitcom's requirements are challenging and AppSolve's thorough knowledge of Service Cloud and AccountingSeed ERP and Financial Suite made them uniquely qualified to help.
AppSolve delivered a comprehensive overview of Digitcom's processes. They simplified systems by eliminating half of the business tools currently in use, resulting in more cohesive work flows at a lower monthly spend.
AppSolve's team faced external challenges multiple times during their engagement with us, but managed to keep tightly to their deadlines and deliverables while maintaining a high-quality, professional service.
Digitcom Telecommunications Inc.
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Dawn Jones, Director of Marketing | Kraun Electric Inc.
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Aaron Jones, CEO | Kraun Electric Inc.
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Anthony Schermer, Senior Account Executive | Accounting Seed
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John Chiaramonte, Senior Business Development Executive | Enwave North America LP.
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Gregory Kennedy, Controller | Generis
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