Executive Summary
- A leading professional service company – a quality compliance service provider partnered with Dhruvsoft to enhance its digital transformation journey.
- The client aimed to streamline sales, marketing, and CPQ processes while ensuring seamless integration with their NetSuite ERP using Celigo.
- Key outcomes included improved operational efficiency, faster quote-to-cash cycles, and enhanced visibility across teams.
About the Client
The client is a leading provider of quality compliance services, specializing in assisting life sciences companies to develop healthier and safer products by streamlining the path to regulatory compliance. Their expertise encompasses various areas, including regulatory affairs, Good Practice (GxP) standards, and FDA compliance. They offer tailored solutions such as Computer System Validation (CSV), Computer Software Assurance (CSA), quality management systems, and supply chain quality management. By delivering specialized expertise, efficient processes, and advanced technology, the client enables organizations to achieve quality excellence and ensure compliance with complex regulatory requirements.
Challenges
- Sales and Marketing Inefficiencies: The client struggled with siloed sales and marketing efforts, leading to a lack of visibility into the customer journey and delayed decision-making.
- Complex Pricing and Quoting: Managing proposals with varying configurations and discounts was time-consuming, with errors leading to revenue leakage. Due to a broad range of product offerings, the sales team needed a flexible and dynamic system for generating quotations.
- Disconnected Systems: The existing ERP and CRM systems were not integrated, causing inefficiencies in data flow and reporting across departments. The client has replaced Quick-books (ERP) and Microsoft Dynamics (CRM) with the new systems. The sales and marketing departments struggled with scattered client data, hindering decision-making and collaboration.
- Manual Data Entry: Critical financial data (new project & billing information) had to be manually transferred to ERP after opportunities were closed, leading to potential errors and inefficiencies.
- Lack of Automation: The absence of system automation delayed revenue recognition and affected operational effectiveness.
- Scalability Concerns: As the business expanded, the need for scalable and integrated solutions became critical.
Solutions
- Salesforce Sales Cloud Implementation: Enabled a unified sales platform to track leads, opportunities, and customer interactions effectively. It streamlined sales processes by providing a single platform for customer relationship management (CRM), opportunity tracking, and lead management.
- Salesforce CPQ Implementation: Configured CPQ tools to manage pricing, quoting, proposal generation, and approvals efficiently, ensuring accuracy and speed. The CPQ solution automated the quoting process, enabling the sales team to quickly generate accurate and customized quotes/proposals for complex product lines.
- Salesforce B2B Marketing Cloud Implementation: Streamlined marketing automation for personalized campaigns and improved lead nurturing. This platform centralized marketing processes, allowing for enhanced engagement tracking and targeted campaigns.
- NetSuite Integration via Celigo: Used Celigo to integrate Salesforce and NetSuite, enabling seamless data synchronization between CRM and ERP systems. Celigo’s integration facilitated the seamless transfer of opportunity data, including quotes and orders, from Salesforce Sales Cloud to NetSuite, ensuring smooth financial reporting and invoicing.
- Custom Dashboards and Reporting: Created tailored reports for better insights into sales performance, pipeline metrics, and operational data. Salesforce CRM Analytics was used to develop the custom reports and dashboards.
Implementation Process
- Discovery Phase: Collaborated with the client to analyze current systems and identify bottlenecks. Worked closely with the client to understand their unique financial, sales, and marketing workflows. Identified pain points and areas for improvement.
- Solution Design: Designed a roadmap for Salesforce and NetSuite integration with a focus on scalability and user adoption.
- Execution: Deployed Salesforce Sales and B2B Marketing Cloud, CPQ solutions, and integrated NetSuite using Celigo connectors.
- Tailored the Sales Cloud and CPQ to accommodate product configurations, pricing rules, and multi-stage quoting processes, aligning with the client’s business requirements.
- Implemented Marketing Cloud to automate email campaigns based on customer segments and provided real-time engagement tracking.
- Established automated data flow between Salesforce and NetSuite using Celigo, ensuring that quotes, orders, and opportunity data are transferred seamlessly.
- Testing and Training: Conducted rigorous testing and provided training sessions for end-users to ensure a smooth transition. Conducted thorough testing to verify data accuracy and automation between Salesforce and NetSuite before going live.
- Go-Live and Support: Successfully launched the solution with ongoing support for optimization.
Results and Business Impact
- Improved Sales Efficiency: Reduced quote-to-cash cycle time. The Salesforce CPQ solution saved the sales team a great deal of time when it came to managing opportunities and generating quotes.
- Increased Marketing Effectiveness: By launching customized campaigns based on current customer data, the marketing team was able to increase engagement and boost conversion rates.
- Enhanced Data Accuracy: Seamless integration eliminated manual errors in data transfer between CRM and ERP systems. Automation between NetSuite and Salesforce minimized errors and did away with manual data entry, which sped up the invoicing process and enhanced financial accuracy.
- Increased Visibility: Unified dashboards provided real-time insights into sales and operational metrics.
- Operational Efficiency: By streamlining and connecting processes across departments, system integration allowed for quicker and more precise decision-making.
- Scalability Achieved: Implemented a future-ready system capable of handling increased business demands.
Conclusion
The comprehensive implementation of Salesforce Sales Cloud, Marketing Cloud, CPQ, and NetSuite integration enabled the client to overcome their operational challenges and achieve digital transformation. Dhruvsoft’s expertise ensured the seamless delivery of solutions that aligned with the client’s growth trajectory and quality compliance objectives.
Ready to streamline your sales, marketing, and financial processes like our client did? Let our team of experts help you integrate Salesforce and NetSuite for improved efficiency and seamless data flow. Contact us today to schedule a consultation and take the first step toward transforming your business operations!
