Case Study: AVI Systems

Sales Organization Transformed via Sales Cloud

AVI Systems provides audiovisual and collaboration and digital media solutions for corporate clients through the integration of human impact, systems, and technology to achieve better outcomes.

CHALLENGE

AVI Systems’ ERP system provided solid insights into new opportunities but lacked tracking and visibility into sales activities and leads prior to that stage.  To maximize their sales organization’s effectiveness, AVI evaluated enterprise level CRM options.  The company selected Salesforce and chose Demand Chain as its implementation partner

SOLUTION

Demand Chain and AVI System’s IT group worked with their Sales team to define critical deliverables for the project.  The new Salesforce Sales Cloud implementation included:

  • Extensive Integrations – connected Salesforce with their ERP, HubSpot Marketing, ZoomInfo, ConstructionWire, business card scanner software, and Salesforce High Velocity Sales.
  • Deployed Objects — account, contact and opportunity objects
  • Enhanced Sales Process –refined and formally captured in Salesforce, ensuring consistency
  • Training – Demand Chain provided train-the-trainer education to assist with launch and adoption
  • Salesforce Reporting/Dashboard – created initial dashboard for real time access to Sales KPIs

RESULTS

Excellent communication between client and Demand Chain led to the project being delivered on time and on budget.  AVI Systems immediately benefitted from:

  • Improved Lead Activity – Salesforce is designed to exactly align with AVI’s sales activities. Sales now has instant access to updated prospect info, efficient outreach.
  • Visibility – reports and dashboards are providing sales with actionable metrics and insights
  • Improved Data Quality – the new system has identified opportunities to enhance data quality

CLIENT TESTIMONIAL

“The Demand Chain team was awesome from day one. They were super organized and always had time to talk things through. They worked with us at every step of the way to define project scope and prioritize deliverables. We are excited for our Sales organization to build on the benefits gained from the Salesforce implementation!”
Kendra Lettau – IT Applications Manager, AVI Systems


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