Active Minerals International
Through mines, processing plants, and storage facilities in the United States, Asia, Australia, Europe and Latin America, Active Minerals International target the production of high quality industrial minerals and mineral products that are used by industries and organizations across the world.
CHALLENGE
To optimize the current CRM and incorporate key sub-processes managed in disparate systems
Lack of a formal lead process, including stages, qualification methodology, distribution, and evaluation/ROI
Unqualified opportunities causing a significant waste of time and resources
Opportunity stages not reflective of the actual process and thus making pipeline evaluation impossible
Key activities, such as sample request were maintained outside of the system and not transparent to sales and inefficient for COG
Documents, such the Customer Information Form, required for credit approval and billing system, were maintained outside of CRM system
Product specific data, especially in regard to opportunities, is not maintained in the system making it difficult to evaluate products in the pipeline
SOLUTION
Designed and Deployed Salesforce.com
Built a scalable sales process reflective of a rapidly expanding multi-national sales organization
Incorporated SFDC workflows and triggers to automate notifications and initiate processes
Incorporated and automated over 60 approval processes to support the company’s quality control, customer service, and sample management processes
Incorporated quoting into the opportunity record of SFDC and integrating with the ERP system
RESULTS
One central source of data, optimized sales process and integration of sub-processes and activities
Captured the entire sales process and key activities
Incorporated sample request process, including approval and tracking into the SFDC
Generated key documents/information required by stakeholders in other functional areas from within the CRM