1. Enhance your CRM platform with AI tools to identify and convert sales opportunities.
Schneider Electric’s Salesforce journey started with its “One Schneider” strategy, an initiative to replace multiple vendors with a single solution shared by all employees. That has involved implementing various Salesforce solutions, including Sales Cloud and Service Cloud, which were connected to give its sales and service teams a 360-degree view of customers.
Schneider Electric has since enhanced its customer relationship management (CRM) platform with AI tools that ensure its global sales teams are laser-focused on the best opportunities.
The company used CRM Analytics to build what it calls its “digital opportunity factory.” The tool ingests data from a wide range of sources — including accounts, orders, customer assets, and even Internet of Things (IoT) data from those assets — to identify clients that may need to upgrade, modernize, or replace their systems.
Einstein Discovery analyzes that data to create predictive scores on the likelihood of converting those opportunities into sales. The tool automatically routes leads to the right people and even provides recommendations on how to progress the opportunities. As a result, sales teams have reduced their time to close by 30%.
2. Extract more value from Salesforce with personalized, proactive expertise.
Schneider Electric has leaned on Salesforce Customer Success to achieve its goals faster and maximize its Salesforce investment. For example, program architects and strategic experts from Salesforce Professional Services have assisted on several initiatives, providing expert guidance and implementation best practices.
With access to this unrivaled Salesforce expertise, they are also tapping into the Professional Services team's 20-plus years of experience working with thousands of customers, enabling Schneider Electric to continue to confidently build upon Salesforce's latest technology.
The team also opted for personalized, proactive expertise with the Salesforce Signature Success Plan. Signature includes a designated Technical Account Manager (TAM), dedicated skilled Support Engineers, personalized data-driven insights, technical health reviews, proactive monitoring, and the fastest response times from Salesforce’s most skilled support engineers.
3. Consult experts for complex data integration issues.
The company’s CRM Analytics implementation ingests external data from legacy sources and consolidates it with Salesforce data. However, the legacy data had grown complex and unwieldy, taking days to process and delaying the generation of new sales opportunities, sometimes up to a week.
Akila’s team needed a solution to achieve the company’s goal of providing the sales team with the latest data insights every five to seven hours throughout the day. With help from her Technical Account Manager and other Salesforce product team experts, the team was able to come up with a solution.
The solution to the data integration challenge involved breaking down the lengthy, single process into smaller, more manageable data flows. That included creating data prep “recipes” for the flows, running and monitoring the flows, and continually optimizing the recipes to reduce total processing time.
In addition, this solution allowed the company to leverage parallel processing capabilities, accelerating the overall process, while preventing a single flow from blocking other flows.
The result? The team reduced the run time of the end-to-end process from 40-plus hours to 5.5 hours.
Now, when sales reps get online in the morning, they are working with the latest data and insights, and targeting the most promising opportunities. And Schneider Electric can continue its mission to enable people and organizations around the globe to embrace clean, renewable energy solutions.