Client Success Snapshot
- Overview: One of the foremost providers of roof and wall-building materials
- Industry: Building Materials (Construction and Roofing)
- Team Size: 11-50
- Annual Revenue: N/A
- Headquarters: PA,USA
- Markets: North America
Before partnering with Gerent 2020, a materials distributor lacked a standard means of qualifying and nurturing incoming leads; it couldn’t accurately capture pipeline opportunities or track interactions with dealers and contractors.
Post-implementation, the distributor could accurately capture pipeline opportunities, conduct robust reporting without unnecessary manual intervention, and establish best practices for lead generation, qualification, and sales distribution.
Client Success Story
When one of the foremost providers of roof and wall-building materials in the United States approached Gerent in late 2020, it faced a proactivity puzzle. While the business continually fine-tuned its product lines to suit the ever-evolving needs of the building and contracting community, it struggled to apply the same improvement mindset to its marketing and sales efforts.
At the time of its initial connection with Gerent, the distributor lacked a standard way of qualifying and nurturing incoming leads; it couldn’t accurately capture pipeline opportunities or track interactions with dealers and contractors. Additionally, because its sales and marketing teams used distinct platforms, the two often failed to communicate, let alone collaborate.
The distributor’s leaders knew that they needed to apply their proactive mindset to the organization’s internal processes, as well as its products. To that end, the company reached out to Gerent, a preferred partner for Salesforce implementations, for advice and support.
First Impressions: Identifying Problems and Growth Opportunities
Implementations are always a collaborative process. After connecting with the distributor’s transformation leaders, Gerent’s solution architects spent some time in conversation to define the distributor’s pain points and goals. The team established that the company needed to:
- Transition to a unified sales and marketing platform
- Reduce its manual reporting burden
- Establish standardized lead generation processes
- Increase its ability to market to existing contractors, dealers, and customers
Gerent’s solution architects proposed a straightforward means of achieving these goals — implementing Pardot and Sales Cloud.
Pardot Provides a Comprehensive Fix for Lead Management
While switching to Sales Cloud would resolve one of the distributor’s primary goals — namely, breaking down silos between its sales and marketing teams — integrating Pardot was an equally important part of the distributor’s transformation strategy.
For context: Pardot is a top-tier marketing solution that empowers organizations to maximize their pipelines and forge meaningful connections with their consumers. With its expansive set of tools at hand, marketing teams can increase their ability to identify qualified leads, track campaign engagement metrics, automate personalized outreach, and improve follow-up speed. Other features include (but are not limited to) an all-in-one dashboard, which marketing and sales teams can use to track campaign progress, and automated lead qualification.
By using Pardot, the distributor could accurately capture pipeline opportunities, conduct robust reporting without unnecessary manual intervention, and establish best practices for lead generation, qualification, and sales distribution. In other words — the company would obtain the functionalities it needed to modernize and optimize its marketing approach.
Gerent Turns Potential into Productive Reality: Implementing Pardot
After establishing that the company’s immediate needs would be best served by implementing Sales Cloud and Pardot, Gerent held several conversations with the distributor to understand its existing processes and requirements. Ultimately, both parties agreed to execute the implementation via a three-week Quick Start.
Quick Starts are accelerated projects that implement a basic version of a given solution within two to four weeks. As in the distributor’s case, these are often used to establish an immediately functional foundation that can be expanded at a later date.
The company’s Quick Start occurred in two phases. The first (“architect”) phase encompassed all initial planning and design work. Gerent’s solution architects configured Pardot and Sales Cloud per the distributor’s unique needs, then conducted demo sessions to obtain feedback and finalize the build. In the second (“deploy”) phase, the Gerent team migrated the distributor’s data onto its new system, trained a designated client representative on the product, and handed over the metaphorical reins.
By the end of 2020, the distributor achieved a unified sales and marketing platform that suited its needs and status as a top-tier player in the construction materials industry. The distributor’s initial partnership with Gerent has since come to a close; however, the company continues to collaborate with its implementation team on smaller initiatives, striving — as always — to improve.
Contact Gerent today to learn how we can help your business achieve its ideal future state!