Transforming Sales: Relanto Boosts Renewal Pipelines and Reporting for Hi-Tech Software and Technology Client

Summary:

‍A leading global hi-tech client sought a renewal-centric Salesforce experience for their sellers. They aimed for a user-friendly, productive, and efficient solution that provided actionable insights to manage pipelines, boost recurring revenue, and enhance collaboration.

Challenges:

Different Systems for Renewal Pipeline, Customer IB, Quoting, and Collaboration

Managing the pipeline is difficult due to separate systems for renewal pipelines, customer installed base, quoting, and collaboration. This fragmentation hinders efficiency and makes it hard for sellers to access unified information.

Legacy Integrations

Maintaining legacy integrations is challenging and introduces refresh lags. Outdated and complex connections lead to delays and inaccuracies, affecting sellers' ability to make informed decisions and respond quickly.

Objectives:

  • Primary Goal- Unify systems to boost seller efficiency and recurring revenue growth.
  • Secondary Goal- Modernize integrations for real-time data and reduce maintenance.

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Suggested Solution:

The plan we proposed involved cleaning up and migrating customer contacts and subscriptions from various systems into Salesforce, consolidating them into an opportunity pipeline. This streamlined approach ensured that all customer data was centralized and easily accessible.

To enhance user experience, we introduced persona-specific actionable consoles. Renewal personas were onboarded into Salesforce, with opportunities assigned according to the coverage definition, ensuring alignment and consistency in the sales process.

Integration with MuleSoft-based events kept sellers' pipelines up to date, automating workflows to relieve sellers from repetitive tasks. This automation not only saved time but also improved accuracy and efficiency.

Einstein dashboards were provided for both sellers and managers/executives. Sellers were able to view and manage their pipelines more effectively, while managers and executives could track progress on their coverage areas, gaining valuable insights into overall performance.

To further improve the seller experience, we also integrated SSO-enabled applications within Salesforce, allowing for seamless access. Additionally, offline viewing and mass download of customers' installed base were enabled, providing added flexibility for sellers to access information anytime, anywhere.

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Outcome:

  • Implemented a Clean and Actionable Renewal Pipeline: Consolidated all disparate customer IB sources into a unified pipeline within Salesforce. Streamlined renewal processes to increase accuracy and efficiency.
  • Enhanced Reporting with SFDC and Einstein Analytics: Developed robust reports and dashboards for superior insights and decision-making. Leveraged data-driven insights to drive strategic business actions.
  • Deployed Event-Based Near-Real-Time Integrations: Ensured sellers were consistently updated with the latest information through seamless integrations. Minimized lag and enhanced responsiveness with real-time updates.
  • Established an Actionable Console for Maximum Seller Productivity: Designed a console that drove optimal efficiency and performance for sellers. Empowered sellers with tools and features that boosted productivity and effectiveness.

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