Case study

Salesforce implementation for NEXE group

PROJECT DONE IN 2020

Introduction

Regional giant

Nexe group has been around for decades now and gather 16 different companies. Their wish was to adapt to market demands and were looking for a flexible system with a wide range of functionalities adjustable to their need. Of course, eachof the 16 different companies has its own processes and needs. After attending one of our events and through further communication, we came to a conclusion that Salesforce is the perfect match. NEXE team was actively involved in the whole process and we offered them our experience and objectivity.

Challenges and goals

Out of focus

They already had experienced sales representatives, know-how and a good market share thanks the big number of members. What they lacked was process standardization, up to date database, best practices derived from an analysis of sales processes, and maximizing the effects of sinergy between different companies. Even though they had BI reports they didn’t have centralized data and reports for all members and brands in the Group. They also needed system quality managment, the ability to keep track of projects, makret shares and competition prices, as well as a way to wisely plan their marketing activities, social events and business presents.

Process

New standards

The cornerstones of this project was a qualified project team familiar with the current processes but also open to new ideas and innovation, cooperation with future users, and most of all supportive management. After creating a database made of existing ones scattered throughout several different systems, and entering all products into CRM (alongside defined prices for each product and member), they were able to standardize the processes and documents, as well as create templates for pricelists, offers and contracts.
The detailed CRM database is integrated with the existing BI system and the development of new functionalities based on the current ones is still ongoing, including continuous upgrades and development of the database, functionalities and users.

Results

Lightness of doing business

CRM has given them insight into direct and potential customers, investors, designers, competiton – in reality, the whole market. This has enabled them to keep track of changes and gave them a chance to react on time. This led them to developing a closer relationship with their customers and a better business cooperation through marketing activities, appropriate business gifts and targeted social events. Besides all that, day to day business is now simpler and faster thanks to automated creation of documents and electronic validation of documentation.
Their quality system improved largely after the implementation – it was easier to keep records and resolve complaints thanks to good analysis and reports which were the trigger for improvements. CRM also enabled them to measure customer satisfaction which helped them organize sales and marketing activities accordingly.

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    Case study

    Salesforce implementation for 24sata

    PROJECT DONE IN 2018

    Introduction

    Leading the media revolution

    24sata is the media house with the largest number of awards and recognitions won in the region, consisting of numeorus specialized brands with an overall daily reach of 2 million people. Besides the print edition we all know and love, their digital presence has also grown impressively and they are no strangers to specialized projects either. They are one of the main reasons we are now specialized in creating solutions for media platforms and we couldn’t be happier!

    Challenge

    404: no specifics found

    Due to the fact that 24sata has numeorus brands, it was extremely easy to lose information in various different systems and channels – there was no single place to keep track of all sales activities. This made it impossible to create an in-depth report for sales. The most important thing for them was the ability to keep track of selling and delivering advertising space.

    Goals

    All brands in one place

    Storing all the data in one place, having a real-time insight into sales, standardized processes for all brands under 24sata, having everyone use only one system, improve efficiency, creating a powerful and responsive system for fast and easy reporting.

    Process

    Laying down the foundation

    We started by creating a singular database of products and contacts as a foundation for keeping a quality record of all sales interactions. We also created reports for keeping track of sales team activities, as well as financial reports vital for making further strategic decisions.

    Results

    CRM as the backbone

    CRM has become the center of all activities and the only way – their rule is “if it’s not in Salesforce, it didn’t happen”. Thanks to this approach they now now have transparent and simple communication. Having each advertising space they sold in one place has helped them to move towards data-driven decision making, rather than basing decisions on a feeling. Salesforce has enabled them to create a new, logical and structured way of keeping track of their income. They also improved task distribution because now they can see who is overloaded with work and delegate tasks accordingly. Creating offers is also easier than before – they are not made from scratch, but created using Salesforce templates, which speeds things up. Exchanging data between the systems is now automated, which means more time for the employees to focus on other tasks.

    After the initial implementation we developed a project management tool, which made meetings and creating reports easier for the management, and a personnel solution to keep track of vacation days. This has made Salesforce a comprehensive solution valuable to all departments, not only sales.

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      Case study

      Salesforce implementation at Greyp bikes

      PROJECT DONE IN 2019

      Introduction

      A very high end client

      A sister company of Rimac Automobili, Greyp Bikes are creating the world’s first fully connected e-bike. It’s a pretty unique blend of performance engineering, AI, data gathering and augmented reality. These people solve some genuinely tough problems but don’t have the classic super stiff corporate culture. We clicked right away. Both Greyp and HSM were excited to work together on helping them expand their reach even further than the current 30 countries they are active in.

      Challenge

      Shots in the dark

      This was one smart client, and they knew they needed help: there was no real marketing overview after events & campaigns. With their current processes any pipeline or growth was difficult to forecast.
      That made establishing a quality partner network very tough. The main pain point: inability to systematically track all of their customer data in one place. Things got lost, confusion reigned. It was just an less than ideal after-sales experience.

      Goals

      A clear vision

      Better visibility of employee activities when communicating with potential and existing clients
      Real-time data reporting relevant to Greyp’s management, so that they can make business decisions based on facts rather than intuition
      Quality dealership network. Greyp are expecting that by 2024 most of their profit will be b2b generated, rather than directly through customers
      Sales growth (that one was pretty obvious)
      A better sales & marketing synergy. Most leads are marketing-generated and Greyp needed to know where the interest is coming from. That makes it possible to target better in the future

      Process

      Salesforce to the rescue

      We established what Salesforce calls a frictionless customer journey, from first contact all the way to customer support. A Sales activity tracking tool was implemented, with well defined stages of sales (from potential customer to the final deal being struck). We improved, digitized and automated many existing business processes. Reports previously produced in Excel spreadsheets were replaced by reports within Salesforce, with real-time data. Interactions with customers used to be difficult to track as they mostly happened via email or phone, and Salesforce brought the ability to have notes of every meeting or call visible to everyone at all times, with automatic email logging.

      Results

      A performing eye-opener

      Salesforce immediately provided managers with instant insight into sales activities, and representatives finally mastered their sales pipelines. In addition, Salesforce has provided a 360-degree view of all available data on any specific customer or company, finally in a single place.
      Increase in sales of x4 was the most obvious result. On top of that Greyp now has better customer and after-sales support and better monitoring of marketing activities such as events and campaigns. Data is finally properly structured in a single pool and just a click away. Reporting is now automated and the client can easily track the post-sales process of each product. We chose the right set of tools and meticulously applied it.

      Increase in sales of 4x

      Better customer and after-sales support
      Better monitoring of marketing activities
      Data structured in a single pool
      Automated reporting

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