Company Overview:
Maleon is a successful firm of consulting engineers specialising in innovative design and management solutions for modern building services. Their heritage is based upon provision of services predominantly for FTSE & NASDAQ listed Clients.
Challenge:
Maleon were using a Contact Management module bolt on to their legacy Project Management system as well as Outlook & Excel to manage prospect and customer management processes. This posed a number of notable challenges, such as:
- No ability to track marketing campaigns and measure return-on-investment
- No simple means of engaging with and marketing to prospects, customers and partners
- No real time visibility into sales pipeline
- Lack of actionable intelligence to make better decisions and lack of consistency of management information and approach to dealing with it
- No shared view of the Customer with knowledge residing in people’s heads
- No ability to segment data for sales and marketing purposes
- No shared understanding of competitive landscape to improve win rates
Solution:
Maleon chose Salesforce to become a more customer centric organization and respond to the needs of their prospects and customers in a more timely and targeted manner. The core solution focused on:
- Implementation of Campaigns to track campaigns and measure effectiveness
- Integration between Campaigns & MailChimp
- Opportunity Pipeline reporting and dashboards in line with Maleon’s Opportunity to Sale process
- Executive Dashboard scheduling surfacing KPI information together with native activity management
- Legacy databases consolidated and migrated to one view of the truth
- List views, reports and dashboards for granular segmentation
- Client, partner, supplier and competitor management. Win and Loss reporting to learn from successes and areas for improvement.
Results:
Beyond driving efficiencies and effectiveness gains in the sales and marketing processes, the implementation has influenced a new culture of CRM across the business. Key benefits include:
- Efficiencies in Lead, Opportunity & Account Management processes
- Ability to track a growing accurate pipeline
- Ability to measure ROI of marketing campaigns and engage in more relevant and targeted ways
- Ability to track the success of new product launches
- Seamless link with Job Management System
- Better decision making capability from management reports and dashboards
- Improved intelligence on competitors and win/loss reporting
- Reduction of internal email
- Reduction of use and reliance of non scalable spreadsheets