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High-tech giant Melexis powers towards a more efficient and sustainable future
Strange but true: you’re never far from products made by a company you’ve probably never even heard of. Micro-electronic sensors produced by engineering trailblazer Melexis can be found in our cars, appliances, medical devices, and more. This is a world full of sensors. And Melexis is making it more efficient and sustainable.
“Everything we do, we do with passion,” said Vincent Hiligsmann, VP for Corporate Strategy, Global Sales, Brand & Communications at Melexis. “We’re helping to create a cleaner and greener world by supplying semiconductors to the automotive industry, which we know inside out, and a growing range of adjacent industries.
“We’ve been supporting the automotive industry in its fight against CO2 emissions and fueling the electrification of our vehicles for 30 years. We’re a high-tech company, but when it comes to the customer experience we want to provide, we’re also a high touch company. Everything revolves around the customer. So, we need to be there with them.”
“Melexis supercharges growth and puts customers in the driving seat, with the help of Salesforce”
Melexis on the road from ‘10 to 20’ with Salesforce.
Salesforce gives full transparency into business processes.
Efficiency of sales processes fuels Melexis’ steep growth trajectory.
Melexis achieves closer customer relationships with Salesforce.
Encouraging account managers to update data in Salesforce more frequently also helps them foster closer relationships with customers, part of being a ‘high touch’ company. "Our sales teams get a much clearer picture of the steps they need to take to build a closer relationship with customers. Not only are they motivated to engage with customers more frequently but they do so with a clear understanding of the purpose of each engagement."
“This means that you get more customer intimacy. It also helps us reach a better hit rate, increases the revenue per capita of our sales teams and brings us closer to that ultimate goal, the ‘10 to 20.’ At the same time, the number of the opportunities we’re realising is growing because of the stronger customer relationships we have.”
Salesforce encourages new ways of thinking, added Reykers. “It’s an innovative CRM platform that comes with three releases a year, bringing us automatic updates in areas like artificial intelligence and dashboarding,” he said. “Innovative new features like this force us to think outside of the box and change our internal and external processes in order to adopt these new features.”
Partner Community keeps distributors in the loop.
It’s not just closer customer relations that Melexis needs to foster, of course. With limited sales personnel out in the field and a big appetite for growth, the company needed to develop stronger relationships with its distribution partners. The solution was the development of a Salesforce Partner Community in 2015 with Experience Cloud.
“We went on the journey together with our distributors and that journey made us all more scalable with our end customers,” said Reykers. “Our Partner Community helped us move away from a fragmented environment. Our distribution partners can request quotations, samples or technical support through one central platform which smoothly connects them with our internal processes.”
This, in turn, makes Melexis a more attractive partner to do business with. “As we’ve said, our from 10-to-20 program does not mean we want to scale up our sales team by a factor of two,” explained Hiligsmann. “We now leverage our Partner Community with our distributors because they recognise that it allows for a more attractive, efficient way of doing business.
“The portal means that everything they need is automatically integrated into our system. This excites our distributors and inspires them to grow our share of the lines they represent. The Partner Community has been absolutely instrumental in driving our growth. In fact, it was a prerequisite.”