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Essae Digitronics |
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| The
Problem |
| Management at Essae
Digitronics required better insights into the activities
of their sales team which predominantly operates in the
field across India and tighter control over the sales
cycle. They wanted to improve sales productivity
significantly and lacked a standard set of sales and
marketing operating processes which was causing
inefficiencies. Their field sales representatives
required better visibility of historical interactions on
site. |
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About Essae Digitronics |
| Essae Digitronics a part of
Essae Group of Companies and is based in Bangalore,
India. Founded in 1996, Essae Digitronics has six
business divisions operating from 4 manufacturing
facilities in India. A certified ISO business, Essae
manufacturers truck scales, transport weighments,
precision component manufacturing for various OE
suppliers to major automotive industries. |
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| KVP
Support Strategy |
| Essae Digitronics empowered
100 sales team members with Salesforce CRM to ensure
process standardization and higher compliance in
managing customers.The system was configured to manage
the sales process from cold calls to lead qualification,
opportunity management, quote generation, competition
tracking, post sales customer interaction and follow up
activities Salesforce CRM was customized with various
workflows and approvals for lead qualification, quote
approvals and price discounts - automated alerts,
triggers and escalation rules strengthen the sales cycle
and improve process compliance. This system was then
enabled on a mobile device to provide the users the ease
of recording their customer interactions on the go and
remotely. KVP trained 100 users in multiple batches,
delivering hands-on tuition and six months post training
support to ensure that users and management were
comfortable on the system. Various customized reports
and dashboards were set up at individual, region and
management levels to provide instant, real time insights
into the business. |
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| The
Outcome |
| Essae Digitronics was up
and running and experiencing the process efficiencies of
operating in the cloud within just six weeks. Field
sales executives carry Salesforce Mobile enabled
Blackberrys, allowing them to access customer data,
record their daily activities, enter new leads and
opportunities and access the accounts/contacts database
from anywhere using a GPRS connection.The system finally
strengthened Essae Digitronics’ proposition and
relationship with customers. |
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Back to Customers |
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