Client Overview
Location: Sunnyvale, CA, USA
Employees: 200-500
Industry: Industrial Automation - Manufacturing
Solution: Sales Cloud, CPQ, Community Cloud, Marketing Automation
Go-Live Dates: On Going
Turntide Technologies (formerly Software Motor Company) has developed the world’s most efficient and intelligent electric motor system. The revolutionary Smart Motor System is based on proven switched reluctance technology, now managed with advanced cloud software and connected to precise controls via IoT. Turntide’s vision is to eliminate the 25% of global electricity consumption that is wasted by legacy motors, thus accelerating the world’s transition from fossil fuels.
Challenge
Multi-orgs through acquisitions that need consolidating to one org
Complex pricing that requires bundling of products
Turntide sought to automate Freight calculation to increase overall efficiency
Lack of partner visibility into partner leads, partner opportunities, and price requests (quotes)
Too much wasted time working with Partners to manually create and work through Deal Registrations for internal reps
No notifications or updates being sent to Partners on current Deal Registrations submitted
Sales reps lacked insights into prospect activities through submitted forms
Sales reps had a hard time prioritizing leads based on existing Salesforce record information
Campaign performance was not being properly captured in Salesforce
Solution
Compared Sales Process and other key data elements between the parent environment and the newly acquired environment
Configured complicated product offerings easily by giving sales reps premade product bundles to choose from and tweak as needed. With bundles, sales reps can create accurate quotes in record time
Automated Freight calculation based on the Product, Sale, and Quantity combination and displayed the Freight on the Quote without manual intervention
Created complex bundles with shipping/freight, tax, and approval automation
Configured Salesforce Marketing Automation Platform to automate the collection of prospect data via forms and created appropriate workflows to ensure efficient response times and enhanced reporting capabilities
Created multi-step automation and set up customized experience cloud based on the profile of the partner user
Adjusted lead and contact records in Salesforce to pull in KPIs from Account Engagement including Engagement History Dashboards to get a wholistic view of prospect engagement
Created a variety of Salesforce list views and reports based on KPIs such as Scoring and Grading to allow for easier prioritization of leads and opportunities
Added Campaign Engagement History Metrics and Dashboards to determine prospect engagement in the context of specific campaigns
Implemented the Account Engagement Campaign Influence model to provide a more granular breakdown of campaign performance in relation to opportunities
Result
Multi-orgs through acquisitions that need consolidating to one org
Complex pricing that requires bundling of products
Increased visibility into partner interactions with leads, opportunities, and quotes
Increased visibility into the customer lifecycle with new reporting on MQLs and campaign influence
Greatly increased rate of Deal Registrations being submitted by partners of Turntide
Customers receive automated responses and updates based on certain criteria as Deal Registration is worked through the Sales Process
Sales reps had greater insights into how to best prioritize prospects with regards to outreach
Additional Campaign KPIs allowed for Turntide to determine the effectiveness of specific campaigns, leading to increased or decreased spends based on campaign effectiveness