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Montel boosts dealer relationships and accelerates sales and growth with Salesforce
In today’s world, space is at a premium. From libraries and museums to retailers and indoor farmers, organizations are turning to Montel to design innovative, purpose-built solutions to get more from their space. And with Salesforce, the company is reaching more new markets than ever before.
With an online partner community, transparent sales pipeline, and intelligent lead nurturing, Montel has reduced the sales cycle by 33%. “Getting closer to our partners and customers is helping us accelerate sales and growth in new areas,” said Jérôme Doucet, VP of Sales & Marketing at Montel.
Adopting a new platform supports growth in new markets.
“We now have the visibility we need to help our partners be more successful.”
An online community strengthens partner relationships and sales.
Montel’s partner community, built on Community Cloud, is transforming relationships with its distributors. The entire AMD network uses the community to view leads and track opportunities. “With the community showing AMDs their Montel sales at a glance, they can see the value we’re delivering to them and are incentivized to make more,” explained Doucet.
As the community is integrated with Montel’s ERP system, AMDs can view live updates on orders, shipping dates, and invoices, and if they want to start a conversation with a sales specialist, they can simply click on a link in Chatter directly from the community.
Better visibility of sales data improves forecasting.
With all sales information centralized in Salesforce via the community, it’s not only easier for distributors to work with Montel, but also easier for Montel’s regional managers to work with distributors. “We now have the visibility we need to help our partners be more successful. We can spot when we need to follow up with a partner, how responsive they’re being to customers, and when a deal requires our involvement,” said Doucet.
As a manufacturing company, Montel needs to be able to forecast effectively to balance capacity and demand. Previously it was managing forecasts with spreadsheets, but these were often out of date by the time they were shared with the board. “With all our distributors using Salesforce, we can view the pipeline in real-time for every market, every territory, and every AMD,” said Doucet. “This means we can make sure our plants have the staff and inventory to fulfil orders.”
Automated lead management streamlines operations.
Capturing service issues and survey results for better customer care.
To verify its customers are happy with their storage products, Montel sends out regular satisfaction surveys. The results are automatically captured in Salesforce so they can then be used as references for prospective customers in similar industries.