Today, at ABSYZ, every function, from sales and operations to HR and finance, runs on Salesforce. The team is constantly customising and innovating on the platform.
“As a Salesforce customer and partner, we use Salesforce to not only make our processes efficient but also learn all the ways the platform can be utilised to its full potential,” explains Nitish Kumar, VP – Salesforce Operations and Delivery.
The marketing team at ABSYZ uses Salesforce to automate campaign management, designing, customising, and scheduling campaigns on the solution. “We’ve saved a lot of time through campaign automation. What previously took a day to create, can now be done within three to four hours,” says Soujanya Rachakonda, Associate Director, Marketing, ABSYZ.
Leads from campaigns, the website, chatbot and business development teams flow into Salesforce, and are segregated and assigned to sales reps who manage opportunities through to closure and contract generation. The consolidation of leads on one platform has helped reduce lead leakage and increased the lead to conversion ratio by 35%.
With all sales activity data in one place, the team has increased visibility into the sales pipeline, enabling better opportunity management. “With structured sales data, our opportunity funnel is looking better than ever. All our renewals, contracts, and invoices are also tracked on the same platform. This streamlining and automation of the entire sales process has increased the productivity of our sales team by 25%,” says Pramukh Desai, Global Sales, ABSYZ.
“Thanks to the unified view we’re now actively tracking top-line - revenue, middle line - gross margins, and bottom-line - net profit, more effectively.”
This has also freed up valuable agent time to deliver more creative solutions to customers. With a 360-degree view of the customer, the team can make personalised recommendations, enhancing the overall experience.
With all customer data consolidated in one place, the project management team, in turn, has access to a single source of truth to manage projects and allocate resources.
“Post deal closure, the sales team seamlessly hands over to our project team for further action,” says Salil Konkar, VP - Strategy and Emerging Technologies. “Customised workflows trigger task notifications, helping us keep tabs on upcoming renewals.
“With real-time data on resource utilisation and project status, we have insight into the overall health of projects and are able to make informed decisions.”
Timely notification on renewals also helps the Finance teams to stay on top of invoicing requirements. All contracting- and invoicing-related data flow through Salesforce. “With this streamlining, our account receivables has fallen to 8% in the last two years, from a previous 20%,” says Lakshminarayanan.
He adds: “All our teams have full visibility into customer data; with everyone on the same page, we now deliver a seamless and transparent customer experience. Our bar for customer experience and trust has been set very high.”