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Case Study | Midwest Industrial Supply

Midwest Industrial Supply, Inc. (Midwest) is the world leader in environmentally sound dust control, erosion control, and soil stabilization technology.


Challenge | To centralize the management and tracking of key business activities
  • No formal process for lead scoring or routing
  • Management of Accounts and Channel Partner was difficult without a centralized location for related data
  • Need to close the loop with Post Sales and Service
  • Executive reports and forecast were time consuming, not in real-time
Solution | Designed and Deployed Salesforce.com
  • Leveraged multi-level lead/project assignment rules based on industry/product knowledge and experience
  • Incorporate the sales and project quoting process into the CRM
  • Deployed forecasting and management dashboards
  • Incorporated international partners, distributors, rep agencies as accounts
  • Migrated data from Goldmine and provided integration with Great Plains and Outlook
Results | One central source of data, integration of processes, actionable metrics
  • Captured the entire sales process and key activities
  • Incorporated quoting directly from the CRM
  • Generated critical management data related to pipeline and forecasting
  • Increased channel visibility

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