CHALLENGE:
A B2B industrial equipment company invested in Salesforce in hopes of building their pipeline and growing revenues but was experiencing a myriad of challenges limiting success: low user adoption; disparate, non-standardized and duplicative application procedures; and data errors, data integrity concerns, data duplication, and other data issues.

SOLUTION:
CLOUDSTREET implemented a Salesforce Audit. Our robust audit analyzed every aspect of the program, from how it aligns with business strategy to dashboard optimization.

RESULTS:
At the conclusion of the audit, CLOUDSTREET was able to provide the industrial client with a detailed analysis of all issues and proposed solutions categorized by security concerns, complexity, the level of effort required to resolve, and the business benefit of each change. This provided the client with the ability to implement the changes that required the least amount of effort and produced the most impactful results.

DETAILS

The industrial equipment company’s sales team complained of outdated methods and technology, preventing them from achieving pipeline goals in previous fiscal years. In response, leadership invested in Salesforce for FY20 in hopes that the organization would realize a strong return on investment.

However, nearly a year into the implementation of their new Salesforce org there was no evident ROI. They were still experiencing low user adoption rates. Their account managers claimed that entering data from every contact was time-consuming and taking away from time they could spend making additional contacts. Because the team was motivated by commission, hours spent in the Salesforce platform were perceived by salespeople as unpaid hours.

Additionally, team members reported that the software wasn’t providing the data they needed to be successful. Duplicate data, impersonal dashboards, and standard fields weren’t meeting the needs of the team. The client’s leadership team began auditing Salesforce in an effort to identify which salespeople were successful in generating leads and which were not, but because the entire team was using the program sporadically at best the data was unreliable.

That’s when they called CLOUDSTREET. We performed a detailed Salesforce Audit in hopes of answering a myriad of questions they hadn’t yet considered:

• Which users are accessing the org most frequently, and which records, dashboards, and reports are they using?
• Which units manage integrations that run with Salesforce and what job tasks within those units rely on Salesforce?
• What information is accessed on a regular basis that should be incorporated into user dashboards?
• Where is the data in Salesforce coming from? Is it clean when the organization receives it?
• How many users are licensed in the organization, and how many of those licenses are unused? Are inactive users up-to-date from a security standpoint?
• How many fields have been created and how many are being used? What fields are needed but not created? How do the created fields function?
• How do Salesforce customizations interact within the organization? How do they work?
• How many duplicate records exist? What is the quality of the data within the system?

After completing a robust audit, CloudStreet was able to provide the organization with a detailed report that not only answered many of their questions but provided the data they needed to drive improvement. Because the analysis was sorted by the severity of issues and the effort and complexity in resolving them, the client was able to tackle the issues with the greatest impact and the least amount of effort first, producing quick results with little investment.

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We are in business to help you build a solid foundation for business success through informed and efficient use of available and transformative technology. CLOUDSTREET has the resources, the tools, the people, and the commitment to help you achieve the goals you set for your business.