Innovator Industrial builds a brighter future with custom apps, digitalized processes, and powerful insights.
Innovation Industrial is blazing a trail for digitalization in heavy industry.
“With Salesforce, we can deliver greater value to our customers and unlock greater competitive advantage. It enables us to differentiate and grow our business, and blaze a trail in digitalization.”
Intelligent analytics drive better safety behaviors.
Workers are encouraged to input safety observations and actions taken. “We can now track safety behaviors and issues across every customer site and every customer contract, which enables us to identify trends,” said Cooper. Based on this information, the team creates relevant safety content and reminders, which are pushed out via Salesforce.
Apps transform business processes and reveal new insights.
“With Salesforce, we can deliver greater value to our customers and unlock greater competitive advantage. It enables us to differentiate and grow our business, and blaze a trail in digitalization,” said Cooper.
Centralized platform supports collaboration and growth.
When Innovator Industrial first started out, tracking the sales pipeline between six people wasn’t a problem. But as the company began to grow, Cooper and his colleagues found it harder to follow every action on every lead. “We had a tremendous amount of undocumented customer interactions, and paper-based forms that just weren’t user friendly,” explained Cooper. “We needed to establish best practices that would enable us to scale.”
To capture this vital information and support its sales processes, Cooper turned to Salesforce. “We wanted a single source of truth; a platform for collaboration that would ensure every customer interaction was tracked,” said Cooper. And with Salesforce, that’s exactly what Cooper has achieved.
Dashboards provide greater cost control and transparency across customer engagements.
The allocation of these resources used to be tracked on paper LEM form pads, which were easily lost. By digitalizing data capture in the field, Innovator Industrial has not only improved billing accuracy but also cost transparency for customers. “With the Service Cloud dashboards, we can provide our customers with a real-time report on expenditure, which gives them much greater cost control,” added Cooper.
Sales teams achieve 95% win rate with scorecard.
The scorecard is powered by Sales Cloud, which also provides the team with a central platform for tracking their activities and results. “With Sales Cloud, we can identify trends and behaviors that help to refine our coaching and forecasting efforts,” explained Cooper. “We can even develop individual success plans based on a person’s specific sales skills.”
Personalized content and conversations nurture prospects.
“With Pardot, we can create intelligent one-to-one journeys for prospects and target them with content that is relevant to their job role and sector,” said Cooper. “We track how prospects interact with different marketing collateral, which helps sales teams have more intelligent conversations further down the line.”
The marketing team at Innovator Industrial also use Pardot to simplify segmentation and lead scoring and to automate email campaigns and landing page updates.
New ideas unlock greater competitive advantage and productivity.
“The Impact app improves employee engagement as it demonstrates that we’re doing everything we can to make their jobs easier,” said Cooper. “The app also helps us unlock invaluable insights for our customers as we can share with them any issues we’ve encountered and offer advice.”
Every new idea strengthens Innovator Industrial’s status as a Trailblazer in a traditional industry that is ripe for disruption and digitalization. “With Salesforce, we’re pioneering a new approach that will transform our business, our customer relationships, and our sector,” said Cooper.