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Increased productivity and sales of a flower growing and wholesale company
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The company cultivates and markets a diverse range of flowers, with a primary focus on roses with HQ in Miami, FL, USA. Its products are distributed through both small and large wholesale channels across more than 50 countries. The brand has earned a reputation for opulence and excellence, and has achieved global acclaim since its foundation in 1995. Company size: 1600 employees.

Client
  • Custom CPQ
  • Sales cloud
  • Custom development
  • Integration with ERP
Salesforce Solutions
  • Manufacturing
  • Wholesale
  • A lack of flexibility in the configuration in a Salesforce Classic
  • A lack of a single source of truth
  • Automation of order placement and potential deals was severely limited
  • A lack of Contract Lifecycle Management and Order Management
Industry
Challenges Outline
>1,5 years
Duration
  • 1 Solution Architect
  • 1 Salesforce Developer
  • 1 QA
Vimera Team

Custom CPQ

Integration with Kometsales

Salesforce Lightning

CLM
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Business Goals
  • Increase sales and productivity of sales agents
  • Create an automated process of CLM, Quote to Order processing
  • Decrease the number of manual work and errors
Challenges
Solutions
The company utilized the classic version of Salesforce. There was a lack of flexibility in the configuration, new features, and no capability or restrictions to dynamically hide or include data.

Customer data was entered into various systems, including Salesforce, Excel spreadsheets, ERP and farming systems, ultimately leading to longer processing times for creating quotes and orders, and duplication of work.

The company only utilized a portion of Salesforce's functionality, utilizing only the Lead-to-Account process. As a result, the automation of order placement and potential deals was severely limited, negatively impacting productivity and staff satisfaction.

The process of obtaining manager approval for the price and conditions for a specific customer occurred in multiple locations and lacked standardization. As a result, some of the data was lost, and extra time was required to retrieve it during reconciliation.

There was a necessity for a single source of truth system. The data were in different systems, making it difficult and time-consuming to find, and they were sometimes lost.

There was a lack of Contract Lifecycle Management (CLM) and Order Management (OM).
The Vimera team performed an Audit of the client’s Salesforce org and prepared a report based on which there was prepared a strategy of migration to Lightning Experience. The client has been migrated to the modern Salesforce Lightning platform, which allows them to utilize Lightning features and provides flexibility for future changes.

Salesforce was chosen as the primary source of information, and all data from third-party resources was transferred to it. Salesforce was integrated with the ERP system (Kometsales), making data easily accessible without duplication of workload.

We implemented a custom CPQ considering all specific of the company and making it much more convenient for users to configure quotes. They no longer need to worry about certain configurations, as they are now automated.

We made significant changes to the current internal processes, making them simpler and more convenient. Managers approve and collaborate on a single platform, Salesforce, where all prior approvals and modifications are visible.

We implemented Opportunity and Quote management with a strict lifecycle towards the closing of a deal, with back-and-forth communication about the customer proposal, and sending it to the customer and approvals.

We implemented the full CLM and OM, specifically in terms of creating, modifying and renewing contracts. Now, top managers can track all changes to their orders throughout the contract lifecycle, including cancellations, up-sells, renewals and terminations, and view the final total amount in one place as a 360-degree customer overview.

2
3
4
1
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Results
Productivity increased by 45% due to automation and integration of the data from all sources.

Sales increased by 8% due to the implementation of automation and the company's tracking of expiration dates of existing contracts.

The number of errors made by specialists in orders decreased by 23%.

Company managers reported an overall increase in staff motivation and a threefold decrease in complaints about the monotony of work.
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Testimonial
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Nicholas Chang
VP of Sales & Marketing
Miami, Florida, US

Discuss your task with our team
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