“With Salesforce, we cut the cost of new leads from $1,200 to $200.”
In 1921, Thomas Sturtevant invented the Mechanical Den and Excavator to keep workers safe while manufacturing fertilizer. Nearly a century later, Sturtevant makes machines with names like Powderizer and Micronizer that create perfect nanoparticles — some an astounding 12 times smaller than a red blood cell. These particles do magical things like creating crisp lettering on e-readers and making medicine work better. A continued focus on creating safer materials protects workers and helps prevent disasters at processing plants spanning industries and continents. “We work with the major mining companies of the world and then we work on cutting-edge research materials for everything from pharmaceuticals to biotech and 3-D printing,” explained Rajkovich. “That second segment covers a lot of industries, so we call it ‘high-performance materials.’” Those high-performance materials are in high demand by a customer base full of Fortune 100 companies. But the fifth generation of family ownership relies on a back-to-basics approach to stay focused on running a solid business. “In the age of technology, we have to remember the fundamentals of business and not get sidetracked by pretty charts and infinite reporting,” Rajkovich said. “What’s really important to us is the core of Salesforce itself — the focus on our pipeline, our revenue, and what’s on the horizon.” Sturtevant uses the Customer Success Platform to automate marketing, stay in contact with 200 reps around the world, and make two-year sales cycles flow like top-of-mind conversations. But its processes used to be manual, and that led to too many missed opportunities.