Manufacturing Technology 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. This world-leading manufacturing company used cloud manufacturing technology to improve their sales process.
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 manufacturing technology deployed via Salesforce
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 for manufacturing technology
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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