a condenser against a brick wall, with a man holding red and blue refrigeration gauges. you can only see the man's hands.

Gerent Provides an Iterative Salesforce Solution for Leader In Heat-Transfer Technology

Client Success Snapshot

Client Profile:

  • Overview: A major provider of heat transfer solutions in North America
  • Industry: Manufacturing (Technology)
  • Team Size: 1,000-2,000 employees
  • Annual Revenue: N/A
  • Headquarters: NY, USA
  • Markets: North America

The Challenge

A prominent heat transfer solutions provider sought to expand its opportunity management capabilities and obtain a full picture of its opportunity life cycle. To accomplish this goal, the company would need to track distributor-managed opportunities, facilitate better customer relationship management, and improve analytics.

The client wanted the Gerent team to take a “crawl, walk, run” approach with its Salesforce solution by designing a custom solution that the company could improve upon for expanded functionality.

Gerent’s Approach

The Gerent team decided that implementing Sales Cloud would give the client the foundational architecture needed to accomplish the above goals. Because the manufacturer wanted a quick turnaround, Gerent developed a tailor-made Quick Start approach to implement the client’s new CRM in two weeks. Sales Cloud would provide the client with improved opportunity and customer relationship management capabilities and lay the groundwork for future, iterative work. 

Gerent also developed a phase-oriented structure for further development, should the client choose to pursue it. This multi-stage initiative would implement Pardot for marketing automation functionality, create a portal for distributors to self-service their accounts, and add configure, price, quote (CPQ) capabilities to the client’s existing structure.

Key Outcomes

Gerent’s Quick Start implementation addressed all of the client’s immediate pain points in just two weeks, providing the client with a foundation for further iterative work. Sales Cloud gave the client better visibility into its opportunity life cycle, stronger customer relationship management capabilities, and detailed analytics that generate valuable insights. 

Should the client choose to pursue other improvements to its process structure, it has a detailed roadmap for further implementation thanks to the consultation with the Gerent team. With a comprehensive vision of possible future pain points and the Salesforce products that it can layer on to address them, the client can approach its transformation as iteratively as needed.

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