About the Client
The client is a leading renewable solar energy company dedicated to empowering businesses and households to embrace sustainable energy by delivering high-quality, affordable solar solutions. As a fully integrated solar company, they design, manufacture, and deploy a wide range of solar systems, ensuring complete control over quality, reliability, and performance. Their offerings span residential, commercial, and industrial solar solutions, along with solar water heating systems. With an end-to-end delivery model, installation, financing options, and post-installation support, the client encourages organizations to adopt solar energy.
Business Challenges Faced by the Client
The client faced multiple operational challenges that slowed down the sales and channel management process. Their existing Zoho CRM setup lacked the automation, accuracy, and field-level insights that affected sales operations. These issues created inefficiencies across lead conversion, channel partner management, partner tracking, and business productivity.
Fragmented Channel Partner Data
The client struggled with duplicate and inconsistent partner account entries, making it difficult to maintain a unified view of channel relationships. Without proper data validation or ownership clarity, sales reporting became unreliable, and partner performance tracking suffered.
Lack of Automated Web-to-Opportunity Flow
Opportunities had to be created manually by sales teams. This increased data entry time, and information was often delayed or incomplete. This, in turn, slowed down the early stages of the sales cycle and affected the lead-to-opportunity conversion process.
Lack of Field Visit Tracking
The existing CRM system could not track field visits, and there was no structured way to monitor sales activity. Managers had limited visibility into site visits, customer interactions, or follow-up status. This lack of real-time tracking affected accountability, field performance evaluation, and timely follow-ups with prospects and partners.
Inaccurate Forecasting and Target Tracking
Forecasting relied heavily on manual input, leading to inefficiencies in tracking quarterly sales targets. Without automation and predictive models, sales teams struggled to align pipeline data with business goals, leading to missed targets and flawed reporting.
Inefficient Proposal Management
Due to fragmented data and a lack of visibility, sales teams were unable to generate or share proposals directly from the CRM. This resulted in longer turnaround times, inconsistent formats, and slower customer communication.
Kasmo’s Solution
Our Salesforce experts delivered a tailored Salesforce Sales Cloud implementation that transformed the client’s sales and channel operations. By streamlining processes, improving partner visibility, and enabling real-time insights into field activities, our solution improved sales efficiency and decision-making.
Unified Account and Channel Partner Management
Our experts implemented the Account and Partner Management framework to eliminate duplicate and unstructured channel partner data. Data validation rules and automation helped to provide a single source of truth for all channel partners. This ensured accurate reporting, improved sales coordination, and partner performance tracking.
Automated Web-to-Opportunity Capture
Integrated automated web-to-opportunity workflows using Salesforce that eliminated manual entry and ensured every inbound inquiry was instantly captured. This not only enhanced lead accuracy but also reduced data entry time and improved accuracy.
Field Visit Tracking and Activity Visibility
To improve visibility into on-ground operations, our team implemented a field visit management solution and built a mobile-enabled Check-In/Check-Out capability. Sales teams can now log visits in real time, track real-time field movements, verify visit completion, and drive higher productivity.
Intelligent Forecasting and Target Tracking
Implemented advanced forecasting tools inside Salesforce Sales Cloud, giving the sales team a continuous view of targets, pipeline movement, and revenue outlook. Automated tracking improved forecast reliability and enabled sales leaders with proactive planning and revenue projections visibility at every stage of the sales cycle.
Integrated Proposal Creation and Sharing
Our team enabled proposal generation directly within Salesforce, allowing sales teams to build, review, and share proposals without switching platforms. This reduced turnaround time, standardized proposal formats, and improved customer experience.
Key Results Achieved
- Achieved a single and accurate view of channel partners, eliminating duplicate records and improving partner performance tracking.
- Accelerated capturing and segregating the opportunities process through automated web-to-opportunity workflows. This helps in reducing manual effort and delays.
- Improved field sales productivity and accountability with real-time visit tracking, check-in/check-out, and activity visibility.
- Enhanced sales forecasting accuracy and pipeline visibility, enabling better target tracking and better decision-making.
- Helped the sales team in reducing turnaround time by enabling proposal generation within Salesforce.
