Increase productivity and sales of a flower growing and wholesale company
CLIENT The company cultivates and markets a diverse range of flowers, with a primary focus on roses. 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. The company's values, including exceptional craftsmanship and a belief in the importance of roses, have remained consistent since its founding in 1995. Company size: 1600 employees.
SOLUTION The Vimera team migrated the Client to the modern Salesforce Lightning platform, implemented a custom CPQ, making it much more convenient for users to create quotes. Salesforce was chosen as the primary source of information, and all data from third-party resources was transferred to it.
The company utilized the classic version of Salesforce. There was a lack of flexibility in the configuration, and no capability or restrictions to dynamically hide or include data. The ability to generate reports was limited.
Customer data was entered into various systems, including Salesforce, Excel spreadsheets, third-party delivery and order system, and farming systems, ultimately leading to longer processing times for creating quotes and orders.
The company only utilized a portion of Salesforce's functionality, leaving a significant number of logical errors and malfunctioning features. 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 lack of notification regarding the approval processes, updates on the stages, and the closure of deals. As a result, employees had to create their own reminders, and if they left the company, the data and deals were lost. This resulted in a loss of company funds.
The client has been migrated to the modern Salesforce Lightning platform, which allows them to customize reports 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 third-party systems, making data easily accessible without duplication of workload.
Vimera's developers implemented a custom CPQ, making it much more convenient for users to create quotes. They no longer need to worry about certain configurations, as they are now automated.
Significant changes were made to 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.
Vimera's developers implemented Opportunity management with a strict lifecycle towards the closing of a deal, with back-and-forth communication about the customer proposal, sending it to the customer.
Vimera's developers have partially implemented CLM (Contract Lifecycle Management), specifically in terms of creating and modifying contracts. Now, top managers can track all changes to their orders throughout the contract lifecycle, including cancellations, up-sells, and terminations, and view the final total amount in one place as a 360-degree customer overview.
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.