Summary: Transformed outdated sales process with a modernized Salesforce solution, improving efficiency, compliance, and visibility.
We worked with a leading sustainability consultancy that specializes in retrofitted solutions for property owners and government organizations. They aim to reduce energy consumption through innovative, sustainable practices, working closely with utility companies and other organizations.
Our team was reached out with concerns about our client’s increasingly complex and fragmented sales process. The challenges faced were multifaceted and deeply rooted in outdated workflows that no longer supported the growing demands of their business.
They described how their sales process had become a cumbersome operation. Field agents collected data on-site, often in remote or challenging locations, using traditional paper forms. This manual method was not only time-consuming but also prone to errors. Once back in the office, this data had to be painstakingly transferred into spreadsheets—a task that was both labor-intensive and fraught with the potential for inaccuracies. This step added unnecessary complexity and increased the workload for the sales team, diverting their focus from more strategic activities.
The data was then manually entered into an outdated Salesforce system that had been implemented over a decade ago. This legacy system, not updated to accommodate the latest industry standards or their evolving needs, compounded the inefficiencies. The sales data, after being input into Salesforce, had to be further disseminated across a variety of disconnected applications. This created a series of information silos that severely hampered the organization’s ability to track and analyze the sales process effectively.
The fragmented nature of this workflow had significant negative impacts. The lengthy silos between data collection, processing, and dissemination made it nearly impossible for them to maintain an accurate and up-to-date view of its sales pipeline. The manual labor involved in transcribing data and navigating between disparate systems not only slowed down the entire process but also introduced a higher likelihood of data loss and errors. Moreover, the lack of integration meant that field data, which could have been valuable in real-time decision-making, was often delayed or incomplete by the time it reached decision-makers.
This outdated process also presented compliance challenges, particularly with new data security regulations. The manual handling of sensitive data in spreadsheets and across multiple applications posed a significant risk, as it was not only inefficient but also exposed the organization to potential data breaches and compliance violations.
In addition to these operational challenges, executives were increasingly frustrated by the lack of visibility into potential sales. The scattered and siloed data made it difficult for them to gain insights into the sales pipeline, track field agents’ activities, or make informed decisions. The need for greater transparency and real-time access to sales data became a top priority.
Given the nature of their fieldwork, they also required specialized capabilities such as geolocation tracking, support for ArcGIS, and seamless integration with proprietary tools that were essential to their operations. The absence of these features in their current system further highlighted the need for a comprehensive modernization of their Salesforce platform.
The situation was clear: their existing sales process needed to be revised. It required more labor, introduced significant inefficiencies, and failed to meet the organization's strategic and operational needs. A modernized, integrated Salesforce solution was not just a convenience—it was necessary to streamline their operations, improve data accuracy, and empower their team with the tools they needed to succeed in a competitive market.
To address the complex challenges faced by our client, PixelConsulting took a holistic approach to modernize their Salesforce implementation and build a unified system that seamlessly integrated all personnel, tools, and applications. Our goal was not only to resolve the immediate issues but also to create a scalable solution that would drive long-term growth and ensure effective user adoption across the organization.
Detailed examination and documentation of all data inputs, outputs, and storage within Salesforce to identify inefficiencies.
Analysis of how users interact with the system, focusing on areas where user effort is high or system response is slow.
Identification of stages in the workflow that cause delays or errors, with suggestions for process optimization.
We began by conducting an in-depth audit of their existing sales processes. This involved meticulously analyzing their entire workflow, from data collection in the field to proposal creation and final sales execution. By examining their use of Salesforce and other tools, we were able to map out inefficiencies that were causing bottlenecks, impeding productivity, and hindering user adoption.
The cumbersome manual data entry process, fragmented systems leading to information silos, and lack of real-time visibility into field operations were significant pain points. These issues not only slowed down their sales process but also limited their ability to comply with new data security regulations and made it difficult for users to fully engage with the system.
Conducting structured discussions with key stakeholders to gather requirements and expectations from the Salesforce system.
Collection and analysis of specific functional and technical requirements that the Salesforce solution must meet.
Regular feedback loops with the client to refine system requirements and ensure alignment with business objectives.
At PixelConsulting, we believe in the power of collaboration. We worked closely with our clients to fully understand their unique challenges, needs, and goals. Through a series of collaborative sessions, we gathered detailed insights into how their sales process worked and what they aimed to achieve with a modernized Salesforce system.
This collaborative approach allowed us to design a Salesforce solution that was perfectly tailored to specific requirements and user needs. One of our primary objectives was to double their sales capacity without increasing their workforce—a challenging goal that required innovative thinking and precise execution while ensuring that users would adopt the new system with ease.
Redesigning the Salesforce architecture to support streamlined workflows and better data management.
Enhancing user interface design for improved usability and user engagement based on user feedback and usability testing.
Identifying and prioritizing Salesforce features that provide the most value to users for early release.
We incorporated advanced features such as real-time tracking of field agents, which was crucial for maintaining oversight of their on-site operations. Additionally, we ensured that the new system complied with the latest data security regulations, protecting our client's sensitive information and reducing the risk of compliance violations. By simplifying processes and making the platform more intuitive, we made it easier for users to engage with the system, driving better adoption rates across the organization.
Implementing robust API integrations for seamless data exchange between Salesforce and ArcGIS.
Setting up real-time data synchronization to enhance decision-making capabilities and operational responsiveness.
Incorporating advanced analytics features for better reporting, forecasting, and insights generation.
One of the most significant challenges faced was the lack of integration between its various tools and applications, which was a barrier to user adoption. To overcome this, we integrated Salesforce with geolocation services and ArcGIS support, which were essential for their field operations. This integration allowed for better tracking and management of field activities, improving overall efficiency and making the system more user-friendly. We also incorporated our client’s proprietary tools into the Salesforce ecosystem, creating a unified platform that eliminated information silos. This seamless integration not only streamlined workflows but also provided executives with a comprehensive view of potential sales, enabling more informed decision-making and encouraging users to rely on Salesforce as their primary tool.
The final step was the implementation of the revamped Salesforce solution. Our team at PixelConsulting built a robust, scalable platform designed to grow with their business. The new system broke down the information silos that had previously hindered communication and collaboration across the organization, while also being designed with the end-user in mind. We provided training and resources to ensure that users could easily adopt the new system and feel confident in its use.
By providing real-time insights, enhancing the visibility of field operations, and focusing on user experience, the modernized Salesforce platform empowered their executives to make strategic decisions that drove business growth. The integration of advanced features, such as geolocation and ArcGIS capabilities, further optimized field operations and improved overall efficiency. Moreover, the user-centric design and training ensured that the entire organization embraced the new system, leading to higher adoption rates and more effective platform use.
The impact of our tailored Salesforce solution was profound. The modernized system transformed sales process, leading to significant improvements in both efficiency and productivity. With real-time data collection and secure tracking of field agents, they were able to comply with stringent data security regulations, reducing their risk and ensuring operational integrity.
This success story highlights the power of a well-executed Salesforce integration and demonstrates how PixelConsulting’s expertise can drive meaningful business outcomes. The transformation of our client’s sales process and the effective user adoption of the new system are a testament to our commitment to delivering customized solutions that not only meet our client’s needs but also set them up for future success.
