Inotiv
Sales Cloud & Inbox: A Customer Success Story.
Sales Cloud & Inbox Upgrade
How we helped Inotiv have visibility and control of their sales pipeline and sales communications.
Inotiv Faced Three Big Challenges
painful opportunity management
Inotiv had a painful and manual process with no visibility with the Parent/Child Process they initially had.
Lack of experience
The Salesforce Admin was brand new and did not have full grasp of Best Practices and Salesforce Administration, Development and Change Management.
Inefficient processes
Much of the work completed by Sales happened through email and the process was very manual when pulling data from Email to creating Opportunities.
lack of visibility into sales pipeline
Inotiv was struggling to efficiently view the sales pipeline to act on opportunities an identify gaps.
Emelar’s partnership is transforming our commercial processes and accelerating our rate of change significantly.
The Solutions
parent/child opportunities
Emelar utilized Salesforce Out of the Box functionality and updated Inotiv’s Parent/Child Opportunities and created Page Layouts, Record Pages, Record Types and Custom Actions for Users to create Parent & Child Opportunities quickly and efficiently. We built automation, utilizing Process Builder, to update all child Opportunities from the Parent in one click.
enhanced visibility
For better visibility, we created multiple List Views for Users to inline edit, multiple reports and dashboard, as well as, utilized Enhanced Lists to give Users a quick insight into child opportunities from the parent. We also implemented Salesforce Outlook Integration and Inbox so Users could utilize the Salesforce Inbox App for Outlook and Mobile App to allow those Users to quickly update/create Salesforce records and view Email updates.
Admin Training
Emelar conducted Admin Training with the new Salesforce Admin at Inotiv to show them Salesforce Best Practices around Administration of the Org, Utilizing Sandbox Environments and Change Management.
The Results
INBOX FUNCTIONALITY
The Inotiv Sales Team are now able quickly create/update records from Inbox, track emails sent to current customers and manage their email from their Inbox Mobile App.
Visibility & control
Inotiv Sales are now able have full visibility into their Parent/Child Opportunities, create and mass update Opportunities with one click and track important KPI’s around those Opportunities.
We had worked with other consultant groups before, but this is the first time that I felt that we were making progress with the project management. We were always kept up to date and you were able to deliver ahead of schedule. It was fantastic. It was a real dream to work with you guys. And the training was great too; this is the first time that we ever feel comfortable with the product before going into the training.
