There’s much greater awareness around flexible workspaces today, but also added competition. It’s why we’re using technologies like Salesforce to reposition ourselves and grow.”

Jason Wong, CIO, The Executive Centre
 
 

22%

target yoy growth

 

Employees today are more likely to vie for flexibility than the corner office, and their employers are following suit. They’ve embraced the benefits of more collaborative environments, and demand for flexible workspaces is rising. According to Jason Wong, CIO of The Executive Centre, it is an exciting time for the industry. Widely recognised as Asia Pacific’s leading premium serviced office provider, the company has provided private offices and co-working spaces to businesses for almost 25 years. It now has 125 centres in 13 countries, including Singapore, Hong Kong, China, Australia, India, Japan, and most recently, Vietnam and the United Arab Emirates.

“There’s much greater awareness around flexible workspaces today, but also added competition. It’s why we’re using technologies like Salesforce to reposition ourselves and grow,” said Jason Wong, CIO, The Executive Centre.

The Executive Centre offers a first-class experience in some of the most sought-after locations. So as new businesses disrupt the market and offer perks like coffee machines, The Executive Centre is taking things to the next level.

The company is introducing onsite baristas and curated events while redesigning its offices with more flexible space for collaboration. It’s also reshaping its processes to sell smarter using Salesforce Sales Cloud.

Initially used by reps for a single customer view, Sales Cloud now powers the entire sales cycle. “Every new lead is put right into Salesforce where we can track how deals are progressing and automate workflow. It standardises things like approvals on discounts and makes the entire sales process much more efficient,” said Wong.

In the past, there was a lack of consistency across how deals were structured, leading to difficulties in reporting and analytics.  So in addition to introducing an approval process, The Executive Centre has established new standards for managing pipeline and bookings. Sales reps treat office space as opportunities in Sales Cloud and provide accurate forecasts for when they will close. They also manage contracts right out of Salesforce, using WebMerge and DocuSign from the Salesforce AppExchange.

The sales cycle is much more transparent and efficient, and monthly sales reports – which once took days – can be created in an instant. Leads can be assessed and worked on almost immediately, while contracts can be created instantly based on the opportunities in Salesforce. It not only saves time, but eliminates hassle. 

“There’s much greater awareness around flexible workspaces today, but also added competition. It’s why we’re using technologies like Salesforce to reposition ourselves and grow.”  The Executive Centre’s productivity is at an all-time high and it all comes down to integration. The Salesforce Platform provides easy integration with other data applications through rich APIs. These include both in-house and third-party applications such as The Executive Centre’s ERP which connects to Salesforce through Celigo.

“The ease of integration means that we can take that single source of truth about our customers in Salesforce and use it to power other applications,” said Wong.  “Accounting, for example, can create invoices based on contracts in Salesforce and we can quickly set customers up to use our community and event apps.”

New tenants are able to book conference rooms almost immediately and are enjoying more proactive support from the sales team when it comes time to renew. As for The Executive Centre, it’s using the insights and efficiency gained from Salesforce to sell smarter and scale fast.

“We’re on track to hit our target of 22% YOY growth and starting to analyse our data in Salesforce to help us scale further. With more insight into how different regions and industries are performing we can make better decisions on where to expand or how to tailor our offering,” said Wong. “It gives us greater confidence about where we go next.”

 
 
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