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Case Study: Salesforce Consolidation

Business Situation:

CLIENT a major Technology products and software company in Silicon Valley California had acquired many large organizations. Every acquisition had their own Salesforce implementations and used Marketo for Marketing Automation. There was a need for consolidation brings the different Salesforce and Marketo instances under one common Parent Salesforce platform to manage all the Marketing and Sales teams with one unified process or sales cycle across all their products.

Technical Situation:

Salesforce and Marketo instances were developed independently wherein they had their own Data Models and Marketing/Sales cycles. Customer was facing challenge as they had different Sales cycles and variety of products and different business processes and set of rules. Client was facing major challenge to integrate into one Salesforce instance. It was a need to be required to be done without disrupting or affecting client’s current Sales/ Marketing team’s day-to-day business activities.

Openmind Solution:

Openmind’s Salesforce team created a new instance CUSTOMER ONE was created to unify all the Sales cycles and products. We carried out the unification process in two phases. In the first phase we decided to migrate the data from nine different Salesforce instances to CUSTOMER ONE. We started by performing extensive data mapping. Then we merged all the Data Models that could handle all the sales processes and cycles. In the second phase we brought the last two instances under CUSTOMER ONE. We recommended and implemented Apttus to handle the complex Quoting, Pricing and Configuring across products.

Business Benefits:

Unification of all the instances brought a huge cost benefit as CLIENT no longer needed to maintain multiple Salesforce and Marketo instances. Apart from the cost factor, the Sales cycle under CLIENT ONE was capable of handling all the products and their sales cycles which meant easier maintenance for the Sales teams and the downstream systems/teams for integration. Introduction of Apttus CPQ took off the burden of complex Quoting, Pricing and Configuring from the sales team across 3000 plus products resulted in shorter sales cycles and faster order bookings.

Products and services your company used

  • Salesforce
  • Data Loader
  • Apex and Visual force
  • Pentaho
  • FieldTrip
  • Apttus CPQ

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