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Ryan Huff
Product Manager
Project Manager
Solution Architect
949.466.4175 ryan@ryanhuff.com http://www.ryanhuff.com
The objective of the Sales Order Entry (SOE)project was to increase the efficiency of
WebVisible’s
direct sales team when enteringorders.WebVisible had changed sales strategies andwas rapidly growing its direct sales team. Theexisting SOE process involved faxing acontract back-and-forth between the sales repand the customer, and sending signedcontracts to another department to handlepayment processing.
WebVisible’s
sales cyclewas very short
–
deals were usually closedwithin 1-2 phone calls and reps wereexpected to make at least 50 calls each day.WebVisible had been using Salesforce.comfor several years however, little projectmanagement had been applied to theapplication and ad hoc requests to addfunctionality left the CRM system nearlyunusable as a direct sales tool. Meaningfulpipeline and forecasting reports were absentand adoption from the sales floor washamstrung due to data-entry difficulties.The sol
ution to these problems was to “reset”
the Salesforce.com SFA modules to theiroriginal states, make a small set of simpleprocess enhancements to the modules, thenintegrate the order entry process to gainfurther productivity improvements.The SOE project took 10 weeks to completeand was a success.
Project Execution
The first objective of the SOE project was tore-launch
WebVisible’s
Salesforce.cominstance, adapt it to their sales process, andtrain the sales representatives. The secondphase of the project would integrateSalesforce and the manual order entryprocess.
Phase I: CRM Re-launch
A thorough review and optimization of the currentsales process was completed. In Salesforcedozens of custom fields on the Lead andOpportunity objects were removed; the salesprocesses were shortened; and validation ruleswere improved.A digital signing process was introduced forcontracts. This process eliminated therequirement to fax a customer the contract andwait for the customer to fax it back. After severalForce.com AppExchange products wereevaluated, the EchoSign Digital Signature productwas selected.Training was conducted and recorded for both ofthe sales offices. Phase I was completed in 6weeks.
Phase II: Integrated Order Entry
After Phase I, several manual processes were stillpresent, but the biggest pain point
–
the fax-backsigning process
–
had been vastly simplified. As aresult, sales reps could close more deals.Because the sales cycle was so short, sales repscould not afford a complicated close process
–
which was often complicated by missing orinaccurate data.For Phase II, we designed a solution thatdramatically shortened the SOE process, entirelyended double entry, and completely removed theAccount Management team from the SOEprocess. Due to the level of integration, sales repsare able to complete the entire process fromsigning to payment capture while the customer ison the phone.The entire SOE process went from a two- tothree- day process to a 10 minute process.
F
AST
F
ACTS
Customer
WebVisible, IncIrvine, CA125 employees
SFDC Enterprise Edition
Industry
Search Engine Marketing
Services
Customer Profile
WebVisible is the online smallbusiness advocate
–
providingthe highest value interactivemarketing and advertisingavailable for any small business
owner’s budget –
helping themsucceed with cutting-edgetechnology, innovative productsand trusted services.
Case StudyA Salesforce.com SFA Solution toIncrease Efficiencies and Adotion
This is great… It far
exceeds my expectations.
I didn’t think we’d be
at this point for another 3-4 months at least. Thank you!
Bill Lupo,Vice President of Sales
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