Case Study
Delivering a bespoke Salesforce CRM to lay the foundation for continued growth.
The Backstory.
BSE UK is a leading provider of storage solutions, requiring sophisticated management of their customers, locations, suppliers and pipeline. They had been using a custom CRM for over 5 years, but following recent growth, found that it was no longer meeting their business needs.
Their existing CRM didn't allow for easy customisation, and BSE UK were dependent upon the CRM developers for all report creation. Customer interactions weren’t recorded within the CRM, and all documentation for orders were being saved in external folders, creating inefficiency and unhelpful silos.
The Brief.
Implement a greenfield Salesforce Sales Cloud platform using core products to support the entire sales pipeline, and provide a single source of truth for all data.
Build a platform that would facilitate Project & Contractor management, enabling all team members to work in alignment, with increased visibility of lead-to-order fulfilment across the whole company.
Understanding the problems.
System:
BSE UK were unable to update their custom-made code heavy CRM , which resulted in expensive changes that took too long to come into play, and too much reliance on external help.
Efficiency:
The existing CRM served BSE UK well, but did not act as a single source of truth or capture all the information needed for a optimal delivery of a project, resulting in manual updates and quote calculations for the Sales and Project team, reducing team efficiency.
Delivering the solution
System:
Discovery sessions allowed us to establish BSE UK’s short, medium and long term objectives, Inardua recommended a phased Salesforce implementation, to get them up and running as quickly as possible.
Priority was given to building a Salesforce solution which mirrored their existing business processes, capturing the same data more accurately and reliably.
The new platform needed to be able to scale to support their ambitious growth plans, allowing for the transition between old to new with minimal disruption. Following ‘Go-Live’, all of the historic data would be migrated to the new platform, enabling the business to retire its old CRM and use Salesforce exclusively.
Efficiency:
During the first phase, Inardua’s objective was to build a new Salesforce Platform, with a focus on pipeline management, reports, dashboards and invoicing capability.
Everything built in the first phase would take into consideration the company’s longer-term business goals, paving the way for project and contractor management to be introduced in later phases, through our low-code approach.
