Penske Logistics is a Trailblazer
Penske Logistics moves to Lightning rapidly with help from the Customer Success Group.
“We’ve given the sales team a lot more tools with Lightning to be nimble. They don’t have to wait until they’re back in the office to start putting in all of their activities in Salesforce.”
Penske is a Trailblazer in transportation, logistics, and technology.
Penske Logistics is a leading provider of supply chain and logistics solutions to market-leading companies in the automotive, manufacturing, and food and beverage sectors around the globe.
For Penske Logistics, technology is the key to driving growth and innovation. From exploring blockchain to creating smartphone apps for truck drivers, Penske stays ahead of technology so its customers can focus on their core businesses.
The company’s sales technology has also evolved over the years. Sales reps moved from tracking deals in spreadsheets to using a sales solution developed in-house. In 2011, the company turned to Sales Cloud to give its sales team a consistent way to track deals.
Change management helps Penske Logistics navigate the transition to Lightning.
Rothermel believed that Lightning would help her sales team continue to innovate with Salesforce technology. She returned from Dreamforce in 2016 ready to help her organization make the move. However, the move presented some challenges. Several divisions in the company used the same Salesforce organization; some groups had complex customizations and weren’t ready to switch.
Rothermel used change management strategies to ensure the transition went smoothly: Her team got support for the change from senior leadership, ran a three-month pilot with a small group to understand and resolve questions users might have, and communicated the benefits of Lightning well in advance of changes.
The Customer Success Group connects Penske Logistics to Salesforce experts and resources.
In addition to change management, Rothermel’s team also relied on the Customer Success Group throughout the shift to Lightning. The Customer Success Group offers resources and expertise to help Salesforce customers achieve their goals faster.
The success manager reviewed Penske’s objectives and helped the company develop a vision and strategy to get the most out of Salesforce.
The success manager also connected Penske Logistics to Salesforce experts who provided valuable tools and insights for the migration to the Lightning transition. Success specialists guided Rothermel’s team to the Lightning Now Community and helped the team establish metrics to ensure Penske Logistics was getting value from Lightning.
Lightning helps Penske Logistics boost sales and mobile adoption.
Since rolling out Lightning to more than 500 users in 2017, Penske Logistics has seen 12% more sales activities logged in Salesforce. Thanks to the Lightning features available in mobile, the sales team’s mobile adoption has increased 41%.
“We’ve given them a lot more tools with Lightning to be nimble,” Rothermel said. “They don’t have to wait until they’re back in the office to start putting in all of their activities in Salesforce.”
Rothermel’s team plans to continue rolling out Lightning to more users in 2018. And they’ll continue to partner with the Customer Success Group.
“It was a seamless transition for us because we got the right resources, and we wouldn’t have had that without our the Customer Success Group team,” she said.