The Academy is now using Salesforce to work faster and smarter in order to best meet its clients’ needs. All client information is centralised in Sales Cloud, helping the sales team to manage client relationships and opportunities. The team can also quickly create quotes and process orders using CPQ which was implemented with support from the Carnac Group.
Creating quotes, invoices, and purchase orders used to involve shuffling paperwork between sales, management, and accounting. The slow nature of the manual process meant it could take weeks to get paid and get equipment out to clients.
In contrast, CPQ digitises the end-to-end workflow, including approvals. It is much easier to create quotes and purchase orders for bundled orders and the Academy is able to carefully manage its pricing and margins.
"With Salesforce, we can now move from quoting to invoicing to receiving payment within an hour which is amazing for a charity. We can also send purchase orders to our supplies straight away which means we can get equipment out to clients faster," said Chave. “The streamlined process is important as when clients need something like a defibrillator, they need it quickly. Our sales people are also no longer worried about paperwork; they can just keep selling and continue that momentum of saving lives."
The speed of getting quotes out to clients has also increased conversion. To build on these benefits, the Academy is now using Pardot to engage with clients and promote its equipment and training.
Its first Pardot campaign was for Restart a Heart Day, which is a day the Academy uses to promote the sale of defibrillators. In years past, the Academy has run multi-channel campaigns around the day, including live events and cold calling. However, due to COVID-19, it wanted a softer approach for 2020 and decided to send only emails.
With support from Premier Success, Pacey was able to set the campaign up in three days. This was significantly faster than the three-weeks typically required to engage designers and prepare campaigns in the past. In addition, the results of the campaign surpassed expectations and helped to prove the effectiveness of personalised email engagement.
“For us to sell as much as we did through email only was amazing and really sold us on the benefits of Pardot,” said Chave. “The efficiency of launching campaigns also gives us an opportunity to be more proactive and creative in how we engage with our clients in the future.”