Accellor optimized the CRM setup, redefining integrations, automating workflows, and enhancing data accuracy to streamline multi-product sales processes, improve forecasting, and reduce manual effort by over 1,000 hours annually.
Our client used Salesforce as their CRM, integrated with billing, quoting, and subscription management systems to track, manage, and report on opportunities. However, an inefficient Salesforce setup forced the creation of separate entries for each product, as bundling multiple products within a single opportunity was not supported. This fragmented approach hampered efficient opportunity management, making accurate forecasting and reporting difficult.
Misaligned data structures between Salesforce and the billing system further complicated matters, preventing the use of incoming transaction data to close opportunities automatically. Integration issues with the subscription management system also led to limited and inaccurate subscription and renewal information within Salesforce. As a result, business users struggled to assess customer value and plan future sales. Manual data reconciliation across all systems became an unsustainable burden on the team.
Accellor implemented a comprehensive Salesforce optimization solution to address our client’s challenges and streamline their sales management processes. The Salesforce setup was updated to support multiple products within a single opportunity, simplifying the sales process and standardizing opportunity types for better data management.
Integration with the billing system was significantly enhanced by aligning data formats and order types across platforms. Additionally, custom automations were built within Salesforce to automatically process incoming orders and close opportunities, reducing manual workload.
The client’s bespoke subscription management system was replaced with Salesforce’s out-of-the-box functionality, allowing for automated renewal opportunity generation and assignment to sales owners. This provided better visibility into customer value and helped business users create more effective renewal plans.
Redesigned Salesforce setup with redefined integrations for quoting tools and billing systems offered a comprehensive view of the sales cycle and eliminated the need for manual sales compensation calculations. The redesigned data model, combined with automation, ensured accurate tracking and reporting of activated deals, renewal opportunities, and seamless data flow between the quoting tool, CRM, and billing application.
Data migration scripts recreated historical data within the new model, ensuring accurate reporting. Additionally, web orders were set to automatically trigger the creation of opportunities and their closure upon confirmation from finance.
Our client experienced significant improvements in their sales operations through this optimized Salesforce solution. Sales teams could now manage multiple products within a single opportunity, simplifying the sales process. Automation and improved data integrity led to accurate sales reporting and forecasting, fostering greater trust between departments.
The enhanced integration with the billing application, coupled with process automation within Salesforce, ensured real-time updates of closed deals, improving data accuracy and reducing manual work. The automated subscription renewal process further minimized manual intervention, increasing efficiency.
By eliminating 1,000 hours of yearly manual effort for the account services team through data reconciliation, the solution streamlined operations significantly. The ability to accurately calculate Annual Contract Value (ACV) and categorize revenue into standardized product-agnostic categories such as New, Renewal, Upgrade, Downgrade, and Reset provided valuable insights for financial planning and analysis.
Overall, these enhancements resulted in a more efficient, accurate, and scalable CRM solution for our client.
