About Our Client
Established in 1995, Premier Energies is a leading solar panel manufacturer based in Telangana, India. With an annual capacity of 2 GW for solar cells and 3.36 GW for solar modules, the company is backed by GEF Capital. Known for innovation, sustainability, and quality, Premier Energies leads the way in this competitive market.
Business Challenges Faced by The Solar Panel Manufacturer
Manual and Error-Prone Processes
Our client relied heavily on Excel for tracking and monitoring critical information such as pricing, Bill of Materials (BOM), approvals and quote generation. This led to inefficiencies and increased manual errors, especially when handling complex pricing structures involving over 300-line items.
Fragmented Sales Strategy and Planning
The Premier Energies sales team was divided into two main sections: Key Account Management (KAM) and Channel Sales, each having their unique workflows. Both teams relied on manual processes to handle vendors and create track pricing of materials, which was time-consuming and required employees to spend a considerable amount of time.
Limited Visibility and Tracking
Premier Energies lacked a 360-degree view of sales performance metrics such as revenue, quotation status, and price approvals, which affected their ability to make data-driven decisions. This created challenges for Premier Energies to create a better sales strategy and planning for the future.
Difficulty in Quote Generation and Fragmented Approval Workflow
Bulk orders, especially those from government tenders or large accounts, required Premier Energies to have a detailed pricing evaluation, with swift approvals and quote generation. However, due to a fragmented system and heavy reliance on manual processes, it led to delays in approvals and quote generation.
Kasmo’s Salesforce Solutions
Kasmo leveraged Sales Cloud to help Premier Energies automate manual processes and streamline sales operations:
Accurate Pricing
Our experts leveraged Salesforce Sales Cloud and migrated their entire sales database from Excel sheets to Salesforce. Now, their sales team can store and analyze data related to raw material costs, logistics, shipping addresses, and monitor operational overheads, while ensuring accurate and consistent pricing across large and small orders.
Faster Quote Generation
We helped the solar panel manufacturer streamline their approval process, which resulted in faster quote generation. This improved operational workflows and reduced manual errors. As all the data is now stored in Salesforce, accessing data from over 300-line items became easy.
360° Sales Visibility
Our Salesforce-certified experts customized dashboards for their sales team that captured data in real-time and helped the leaders of Premier Energies track revenue, quotation lifecycle, approval statuses, and customer interactions across both KAM and Channel Sales teams.
Benefits Achieved by the Client
After the successful implementation of Kasmo’s Salesforce Sales Cloud, Premier Energies achieved these benefits:
Streamlined Operations
Their manual work was reduced significantly, eliminating manual errors and chances of data duplication, which helped the sales team follow up and track their vendors and monitor their sales cycle.
Improved Quote Generation Process
By automating the approval process, the client can now set prices more efficiently and generate quotes faster. The entire quote generation process became automated, consistent, and error-free, which was critical for high-value bulk orders.
Enhanced Decision-Making
Premier Energies can now track order status, quotations, and revenue in near real-time, which enables them to take strategic decisions. The customized dashboards provided managers with an overview of their operations, which helped them make sales strategies.
Enhanced Team Collaboration
As all the sales and organizational data is now stored in Salesforce instead of Excel sheets, it has improved collaboration between sales teams and distributors, resulting in more efficient lead management and faster order processing. This also helped them create a scalable operation that now supports its growing operations, with the flexibility to adapt to market volatility.
