Description

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 entering
orders.
WebVisible had changed sales strategies and
was rapidly growing its direct sales team. The
existing SOE process involved faxing a
contract back-and-forth between the sales rep
and the customer, and sending signed
contracts to another department to handle
payment processing. WebVisible’s sales cycle
was very short – deals were usually closed
within 1-2 phone calls and reps were
expected to make at least 50 calls each day.
WebVisible had been using Salesforce.com
for several years however, little project
management had been applied to the
application and ad hoc requests to add
functionality left the CRM system nearly
unusable as a direct sales tool. Meaningful
pipeline and forecasting reports were absent
and adoption from the sales floor was
hamstrung due to data-entry difficulties.
The solution to these problems was to “reset”
the Salesforce.com SFA modules to their
original states, make a small set of simple
process enhancements to the modules, then
integrate the order entry process to gain
further productivity improvements.
The SOE project took 10 weeks to complete
and was a success.
Project Execution
The first objective of the SOE project was to
re-launch WebVisible’s Salesforce.com
instance, adapt it to their sales process, and
train the sales representatives. The second
phase of the project would integrate
Salesforce and the manual order entry
process.
Phase I: CRM Re-launch
A thorough review and optimization of the current
sales process was completed. In Salesforce
dozens of custom fields on the Lead and
Opportunity objects were removed; the sales
processes were shortened; and validation rules
were improved.
A digital signing process was introduced for
contracts. This process eliminated the
requirement to fax a customer the contract and
wait for the customer to fax it back. After several
Force.com AppExchange products were
evaluated, the EchoSign Digital Signature product
was selected.
Training was conducted and recorded for both of
the sales offices. Phase I was completed in 6
weeks.
Phase II: Integrated Order Entry
After Phase I, several manual processes were still
present, but the biggest pain point – the fax-back
signing process – had been vastly simplified. As a
result, sales reps could close more deals.
Because the sales cycle was so short, sales reps
could not afford a complicated close process –
which was often complicated by missing or
inaccurate data.
For Phase II, we designed a solution that
dramatically shortened the SOE process, entirely
ended double entry, and completely removed the
Account Management team from the SOE
process. Due to the level of integration, sales reps
are able to complete the entire process from
signing to payment capture while the customer is
on the phone.
The entire SOE process went from a two- to
three- day process to a 10 minute process.
FAST FACTS
Customer
WebVisible, Inc
Irvine, CA
125 employees
SFDC Enterprise Edition
Industry
Search Engine Marketing
Services
Customer Profile
WebVisible is the online small
business advocate – providing
the highest value interactive
marketing and advertising
available for any small business
owner’s budget – helping them
succeed with cutting-edge
technology, innovative products
and trusted services.
Case Study
A Salesforce.com SFA Solution to
Increase Efficiencies and Adoption
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
“
Ryan Huff Product Manager  Project Manager  Solution Architect
949.466.4175 ryan@ryanhuff.com http://www.ryanhuff.com
Solution Design
A custom In