Case Study | Midwest Industrial Supply

Salesforce integration, salesforce implementation, salesforce communities, salesforce expertise, salesforce parternMidwest 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

  • 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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