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A Chemical Supplier Skyrockets Its Lead Tracking Processes

Client Success Snapshot

Client Profile:

  • Overview: A chemical supplier
  • Industry: Manufacturing
  • Team Size: 350
  • Annual Revenue: $700 million
  • Headquarters: NY, USA
  • Markets: Global

The Challenge

Before working with Gerent, the organization struggled with an inconsistent lead generation approach between its North American and European business development units. Moreover, it had limited visibility into its pipeline. Simply put, the company sought to improve the quality and consistency of its lead generation and enhance opportunity reporting.


Gerent’s Approach

Gerent began by consolidating the supplier’s disparate ERP systems (Duet360 and Sage X3), to provide salespeople across the organization with one source of truth. Next, we implemented Sales Cloud and integrated it with the company’s ERP system for unparalleled visibility and optimal reporting.

Key Outcomes

Today, the supplier enjoys consistent, streamlined opportunity reporting and lead management. With Sales Cloud’s lead tracking features, the organization can now access accurate dashboards and leverage actionable insights, thereby empowering it to convert more leads, faster. The company can route and assign leads to the right people, and with automatic lead scoring and routing — leads no longer fall through the cracks.

Client Success Story

In business, consistency is key: it stabilizes operations, creates accountability — and ultimately, makes a business easier to manage. Conversely, a lack of consistency is detrimental to an organization’s health; it can prevent it from moving in a unified, intentional direction and stunt its growth. 

Our client, a foremost supplier of specialty chemicals, reagents, and intermediates knows the importance of consistency firsthand. With operations in multiple countries around the world, the company distributes over a thousand chemical compounds to its clients — requiring streamlined, organized processes.

Inconsistent Lead Generation and Processes 

Before working with Gerent, the organization struggled with an inconsistent lead generation approach between its North American and European business development units. Moreover, it had limited visibility into its pipeline. Simply put, the company sought to improve the quality and consistency of its lead generation and enhance opportunity reporting.

The effects of the organization’s inconsistent processes were compounded by its rapid growth by way of acquisition. With a slew of moving parts, our client sought top-quality lead management across a variety of platforms and well-organized sales dashboards. After careful deliberation, the supplier decided to implement Salesforce’s renowned Sales Cloud solution.


Gerent’s Hands-On Approach

Gerent began by consolidating the supplier’s disparate ERP systems (Duet360 and Sage X3), to provide salespeople across the organization with one source of truth. Next, we implemented Sales Cloud and integrated it with the company’s ERP system for unparalleled visibility and optimal reporting. Specifically, we implemented the following Sales Cloud features:

  • Lead Management: to provide a complete view of leads’ activity history, communications, and internal account discussions. 
  • Opportunity Management: to unlock visibility into sales team’s deals, competitors, and quotes. 
  • Reports and Dashboards: to establish a real-time view into the company’s sales data — which informs forecasting and sales initiatives.

Sean Best, Project Manager at Gerent, met with the company’s VP of Global IT to stay abreast of all aspects of the project — including the budget burn-down — on a weekly basis. This enabled him to ensure the project was progressing in line with the organization's vision, eliminate ambiguity, and attain optimal alignment with the supplier. This weekly meeting cadence also empowered the supplier to complete tasks in a timely manner and stay on track over the course of the project. 

Gerent remained agile and prepared by using a risk register to define the nature of potential risks, identify risk owners, and outline mitigation measures. We also provided the organization extensive training and guidance on how to coordinate, prepare for, and execute user acceptance testing to ensure its software was meeting requirement specifications.

Unmatched Opportunity Management

Today, the supplier enjoys consistent, streamlined opportunity reporting and lead management. With Sales Cloud’s lead tracking features, the organization can now access accurate dashboards and leverage actionable insights, enabling it to convert more leads, faster. The company can route and assign leads to the right people, and with automatic lead scoring and routing — leads no longer fall through the cracks.

The company’s multiple ERP systems have also been consolidated and integrated with Sales Cloud for greater visibility and optimal forecasting. Moreover, Sales Cloud’s single sign-on solution saves users time, as they no longer need to enter their login credentials multiple times to access different applications. 

The supplier’s North American and European business units enjoy access to clean and current data. It has also established a streamlined lead management approach, making the sales department more efficient and easier to manage. 

Our client was thrilled with our approach and expressed a high degree of satisfaction with the suggestions proposed by our Solution Architect. They are looking forward to working with Gerent for their next project — the implementation of Salesforce’s Configure, Price, and Quote (CPQ) solution.

Could your business’s sales and reporting capabilities use an upgrade? To learn how we can help you boost efficiency and reinvent your future, connect with us today!

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