While a CRM implementation of this size would normally take 7-8 months, PLS India went live with Salesforce in a record three months. Such a Trailblazing achievement takes enormous foresight, focus, and planning – especially, given the complexities of integrating the solution with ERP, and rolling it out across 300 sales people.
“We made sure the entire implementation was driven by the business, so that there would be no gaps or loopholes,” says Singh. “We also committed ourselves to capturing the system requirements of every single sales person and board member before the implementation began. So, there was no scope creep.”
To top things off, PLS India had a good implementation partner in the form of Marlabs.
“Marlabs exceeded our expectations with their domain expertise, Salesforce knowledge, hypercare, and most of all – their seamless handling of our ERP integration,” says Singh.
“Marlabs has a great business analyst team that understood what we needed, collaborated closely with our teams, and helped us be proactive,” adds Mehta.
Thanks to all this groundwork, Salesforce adoption rates are already at 94% – going as high as 100% in traditional product verticals.
Now, board members and leaders from Japan are being trained and onboarded on Salesforce to track and forecast sales better. Newer product verticals like Solar and Housing are also planning workshops to improve Salesforce adoption.
At a strategic level, PLS India has a two-fold vision – to embed smart technology in all its offerings, and to have its products used in every building across India.
“We’re already a market leader in wiring devices, but we want to be #1 in the entire electrical, construction, and materials segment,” says Singh. “With Salesforce, we believe we can get there.”