Case Study: Lubrication Technologies

Manufacturing Solution: Salesforce Sales Cloud

Lubrication Technologies, Inc. (Lube-Tech) is an innovative lubricants company offering a broad product portfolio of lubricants, energy solutions, and services. A successful multi-focused organization constantly improving lubrication and energy solutions for their customer, and industry.

Need:
The inside and outside sales teams needed effective information sharing. Teams were working in disconnected datasets which imposed limits on system efficiencies. Sales leadership lacked effective sales pipeline perspectives slowing delivery of strategic guidance for sales managers. Data islands were widespread. Email was primary means of communication between inside and outside sales teams. Ordering process was inefficient and inconsistent between inside and outside sales reps.
Approach:
Demand Chain deployed Salesforce with specific focus on two capability areas: Account and contact management and Sales pipeline. Lead management practices were deployed with Salesforce to bridge marketing/sales funnel development gap. Detailed sales dashboards were created for sales management and outside sales reps. Integrated Salesforce with J.D. Edwards for account and sales history data synch reinforcing the enterprise-wide MDM strategy. Email data consolidated to Salesforce with Salesforce for Outlook. Created Salesforce1 mobile access for core pipeline and contact management practices.
Result:
Realized a fifty percent reduction in disconnected software systems required by the Sales team. Centralized real-time reporting in Salesforce. Sales teams aligned on growth focused sales. Customer profiles and related sales information were consolidated onto one platform. Sales team empowered to collaborate on customer facing activities. New dashboards provide quick and meaningful insights for management.  Lead tracking and qualification processes fueled sales team by adding high value prospects. Strategic sales leadership goals were aligned raising the capabilities of all teams.

Overview
Need: Inside and outside sales teams needed effective information sharing.
Approach: Deployed Salesforce with specific focus on two areas; account and contact management and sales pipeline.
Result: Realized a fifty percent reduction in disconnected software systems required by sales team.

by