“Our goal is to provide people with a platform for innovation,” explained Lindsay Skabar, VP of Marketing and Communications at Axia. “We bridge the connectivity gap so everyone can take advantage of digital transformation – from schools and hospitals to big business and remote communities.”
To help more customers achieve their digital dreams, Axia is transforming its business with Salesforce. “With custom apps, smarter processes, and richer insights, we can achieve better business outcomes and provide customers and employees with a richer all-round experience,” said Skabar. For example, Axia boasts an impressive win rate of 80% once it reaches the quoting stage in the sales lifecycle.
“With custom apps, smarter processes, and richer insights, we can achieve better business outcomes and provide customers and employees with a richer all-round experience.”
Rather than taking its existing processes and customizing Salesforce to fit, Axia decided to use out-of-the-box functionality and re-engineer its processes. “It was a big step for us, but we recognized that Salesforce encapsulated global best practices that we could benefit from,” explained Skabar.
“With Salesforce, we can accelerate the sales cycle by sending more targeted communications to prospects and ensuring we don’t lose momentum on ‘hot’ leads, said Skabar. “We can also track our performance in real-time with key metrics, such as funnel size, opportunity to close, and lead to cash time, via the Lightning dashboards.”
Prior to Sales Cloud, accessing such KPIs was impossible as reps logged their leads on individual spreadsheets. Now Axia can now track not only the entire pipeline but also integrate it with financial reporting.
With such granular information readily available, sales managers and company execs can forecast more accurately while sales reps can view their income for the quarter. “Timely metrics have been a game-changer for us,” explained Skabar. “Before Salesforce, we just couldn’t accurately measure performance.”
The apps include an automated quote creation system for sales, a document management system for the legal team, and a CEO priorities app that manages KPIs across different departments. “Apps help our people work more effectively. And with the Salesforce Platform, we can go from idea to implementation in as little as two weeks.”
For example, the sales and marketing teams at Axia use a mapping tool to see how their leads and customers are distributed geographically. “To know where to invest next, we need to identify potential communities that are interested in our services. With Salesforce, this is based on real intelligence not gut feel,” said Skabar.
Axia has also made it easier for its sales reps to work on the road. “With voice recognition and the Salesforce Mobile App, our reps can dictate their notes straight after a customer meeting, which save a huge amount of time,” explained Skabar.
As Skabar and Buchan continue to blaze a trail with richer insights, streamlined processes, and intuitive apps, Axia can focus on achieving its mission. “With Salesforce, we can keep transforming the connectivity landscape, enabling more companies and communities to realize their digital ambitions,” said Skabar.