“Historically, rolling out significant new capabilities can present a bit of a challenge for traditional firms,” said Doan. And yet several months into the pilot, all the participating partners had become “enthusiastic users” of the new platform. To ensure a smooth transition, Northern Trust relied on Community Cloud, which allowed partners in the field to get answers in minutes when they needed help. They called it “Smart Bar,” in a modest nod to Apple’s Genius Bar. Because the Smart Bar represented something new and unknown, Northern Trust also offered a traditional toll-free support hotline. “In the thousands of interactions we’ve had with the pilot participants, not one phone call has been placed to the hotline,” said Doan. “We were pleasantly surprised at the appetite for change — and it starts to build on itself as partners continue to experience the benefits of Partner Workstation.” The firm foresees engaging in deeper Service Cloud efforts in the near future.
At Northern Trust, an extensive network of client service professionals complements the sales teams. Service Cloud will help them further streamline processes and workflows for the benefit of these partners and represents another big step toward achieving their vision. Northern Trust prides itself on having some of the best professionals in the industry, and the firm’s leaders are focused on supporting them with the best possible capabilities. “The work we’re doing with Salesforce contributes to our ongoing focus on service excellence,” Doan said. “It allows us the opportunity to do things that are truly differentiating. Salesforce helps us accomplish this through forward-leaning capabilities like knowledge sharing, advanced workflow, and business analytics, all of which help us leverage our greatest strengths — our exceptional client relationships and our partners.” With the Partner Workstation well underway within the Wealth Management division, Northern Trust is exploring broader use of the Salesforce platform, both internally and through integration with its client-facing capabilities. “I’m so proud to be associated with a firm where partners are focused on creating an exceptional client experience, and where there is a clear commitment to embracing the future,” said Ruegsegger. “I know for a fact that whatever else changes, we’ll continue to strive to serve every client with distinction.”