{"id":851,"date":"2021-11-12T20:33:00","date_gmt":"2023-09-04T20:33:35","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=851"},"modified":"2023-11-23T16:31:20","modified_gmt":"2023-11-23T16:31:20","slug":"schneider-electric-creates-better-opportunities-to-cross-sell","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/eu\/blog\/schneider-electric-creates-better-opportunities-to-cross-sell\/","title":{"rendered":"How Schneider Electric Creates Better Opportunities to Cross-Sell"},"content":{"rendered":"\n

From sensors and solar storage units to circuit breakers and vehicle charging points, Schneider Electric\u2019s energy management and automation products are installed in millions of buildings around the world. These products can last years or even decades, which means sales teams must keep finding new ways to drive revenue<\/a>.<\/p>\n\n\n\n

With more than 20,000 salespeople worldwide, Schneider Electric needs to cross-sell and upsell to existing customers on a massive scale. The company, which operates in 100 countries, has been using Salesforce for 10+ years to optimise its processes and empower its teams. Around 15,000 salespeople visualise customer information and unlock new insights via Tableau CRM<\/a> on a regular basis. But Schneider Electric wanted to take sales intelligence to the next level by transforming demand generation with digital technologies. <\/p>\n\n\n\n

Trailblazers Sandor van den Brink, Digital Sales Experience Leader for Global Field Services, and Technical Architect Akila Subramanyam are part of the team that helped to deliver the new demand generation solution for field services<\/a>. Here they share five strategies to help maximise success<\/a> when digitalising and transforming sales processes. <\/p>\n\n\n\n

1. Enable 360-degree visibility of customers to cross-sell and upsell<\/b><\/h2>\n\n\n\n

To best identify opportunities to cross-sell and upsell, salespeople need a real-time picture of a customer\u2019s existing products. For Schneider Electric, this means tracking every asset at every customer site, but the scale of the company\u2019s installed base makes this a massive challenge. <\/p>\n\n\n\n

Thanks to its Demand Generation Suite, Schneider Electric has not only unlocked this business intelligence<\/a> but also enabled its field services teams to take a more proactive approach to cross-selling and upselling across the installed base. <\/p>\n\n\n\n

For example, sales teams can use Tableau CRM to identify products that might need replacing due to a lack of spare parts or service options.<\/p>\n\n\n

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We can run a report for customers to flag the risks associated with legacy equipment using a highly visual traffic light system.<\/p>\nSandor van den Brink<\/cite><\/blockquote>\nDigital Sales Experience Leader
for Global Field Services<\/span>\n