Questionable sales practices, missing invoices – find out how we helped a leading fleet software company transform with Salesforce and FinancialForce PSA
Customer Challenge
We worked with a leading global provider of dedicated fleet management software. Their software solutions are now used in over 180 countries to manage more than 2 million vehicles and associated assets. Following a leadership shuffle, the vision was to increase sales by optimising business processes, and by using insight to deepen relationships.
To make this a reality, our customer had to overcome several hurdles, such as:
- Over-complicated, de-centralised systems architecture
- Lack of visibility into Sales activities
- Unreliable data
- An inability to forecast revenue
- Lack of visibility into resource capacity vs demand
- Inaccurate pricing
- Outdated B2B marketing tools
- Questionable sales practices
- Margin leakage in Professional Services
- Customers were not being invoiced on time or at all
The Solution
The Architech Club’s experienced team was brought on to implement Sales Cloud, Service Cloud. Pardot and FinancialForce PSA (Professional Services Automation). We commissioned a Solution Architect to transform their business, designing and implementing a multi-cloud solution comprised of:
- Sales
- New and renewal licence deals
- Services scoping & presales
- Service
- Case and Entitlement management
- Pardot
- B2B marketing lists
- Lead scoring
- Landing pages and campaigns
- FinancialForce PSA
- Project management
- Resource management
- Costs, revenue & utilisation
- Billing
The Result
- The introduction of Salesforce Customer 360 consolidated four individual systems, creating a single point of reference for the leadership team
- Not to mention the full lead-to-cash visibility everybody had into each customer: marketing activities, opportunities, quotes, licences, cases, projects and billing activity
- There was increased visibility into the true cost of project delivery, which led to tighter controls over licence and Professional Services quotes, and a review into existing rates.
- Drastically improved invoicing practices
- The insights provided by the whole end-to-end system gave the leadership team the information they need to make sound management decisions
