How Swissbit Upleveled Its Operational Efficiency with Salesforce

 

5 min read

“I’m a big fan of Salesforce. It helps in driving operational excellence so that we can grow at scale and identify where we can innovate going forward.”

 
Ueli Stricker
Director of Supply Chain

The world as we know it is changing. The rise of the Internet of Things (IoT) means billions of everyday devices are now connected via touchpoints, turning them into virtual personal assistants, smart trackers, and sensors. The amount of data being generated is astronomical.

Swissbit is a leading manufacturer of storage, security, and embedded IoT solutions helping customers navigate a connected world. Established in 1992, the company became independent from its parent company, Siemens, in 2001. Headquartered in Switzerland, it manufactures all of its products in a dedicated factory in Germany. It operates globally with 300 employees who create three million units for customers every month.

“I think we have a good balance of speed and power [as a company]. We’re developing and manufacturing storage solutions for markets that demand high reliability, quality, and long lifetime, like automobiles and medical industries.” said Mattias Poppel, Chief Sales Marketing Officer.

As more Swissbit customers get smarter with the latest technology, Salesforce is behind the scenes supercharging efficiency and unlocking valuable insights across the organization. Here’s how we helped transform operations with Manufacturing Cloud.

“Salesforce isn’t just at the heart of our operations, it’s also helping us get more predictive about the future, fuelling steady growth year-over-year,” said Ueli Stricker, Director of Supply Chain.

“Our entire digitized business starts with Salesforce and Manufacturing Cloud.”

 
Mattias Poppel
Chief Sales Marketing Officer

Step 1. Create one platform for sales and operations.

With ambitions to become the leading supplier of memory and IoT devices in the world, Swissbit began a digital transformation in 2013 to achieve operational excellence and greater resilience through accurate forecasting. It partnered with Salesforce to bring its vision to life.

“The customer experience doesn’t stop with sales. What began as a sales transformation to break down silos evolved into a project to connect the entire customer experience on one platform,” explained Stricker.

When the company began looking for that one platform, it turned to Gartner to learn about the leading solutions on the market. Salesforce’s broad product suite, user-friendly interface, and reputation as the world’s #1 CRM platform made it the best fit for Swissbit.

PARX supported the initial Salesforce implementation before handing management over to Swissbit’s internal team. “It’s really easy to do things with drag and drop in Salesforce, so we were able to translate our business needs into processes on Salesforce and optimize it with small customizations,” said Stricker.

Step 2: Improve visibility at every step.

In 2020, Swissbit rolled out Manufacturing Cloud to help simplify quoting for new business and to ensure orders are filled inline with each customer’s bespoke agreement.

“Some projects take years to complete, and keeping track of pricing and agreements was a time-consuming, manual process,” Stricker explained. “Now, we can see everything about an order at a glance. Nothing is operating in silos.”

The team also launched a reseller community on Experience Cloud to help partners register new products and track them as opportunities until they convert. Reseller projects amount for around 40% of sales, and previously operated via manual spreadsheets and emails.

Step 3: Stabilize your supply chain with insights and forecasting.

Salesforce is integrated with the company’s ERP system to capture both sales and transactional data. “Swissbit is a manufacturer, not just a retailer,” said Stricker. “That makes it more complex to track the customer journey in one place. We need total visibility to quote a project, complete the transaction, and ship potentially thousands of units to our customers.”

Today, the sales team can track order status right down to the shipping details and tracking number to ensure they can always have productive conversations with customers without having to pass them between teams.

By creating a single source of truth for all operational and sales data, the company can also leverage insights for richer forecasting, which is crucial for supply chain planning.

“Salesforce gives us a significant competitive advantage because we can accurately predict what our customers will be ordering in the coming months or years,” explained Stricker. “That has a huge impact on capacity and resource planning, and when other companies were hit by supply chain issues in 2021, we weren’t affected because we already had everything we needed for the foreseeable future.”

“Salesforce gives us a significant competitive advantage because we can accurately predict what our customers will be ordering in the coming months or years.”

 
Ueli Stricker
Director of Supply Chain

Step 4: Collaborate efficiently among teams and customers.

Better visibility has been a benefit for Salesforce users across the company, from smarter reporting to dashboards with easy access to KPIs and transparent communications.

“Using Salesforce is much easier than sending lots of emails or having calls. Notes can be linked to a record, and everyone can see and learn from communications,” added Stricker.

In fact, Salesforce has triggered a shift in culture that makes spreadsheets and duplicated efforts things of the past. Adoption rates are high, and with insights readily available, senior management teams can easily track performance to identify areas to improve or staff who need more support.

Swissbit products are competing on a global stage. With cheap labor available in other regions, it’s the customer experience rather than price, that sets it apart from other brands.

“We need to give great customer service to go with our great products, and with Service Cloud, the whole team has complete visibility of every customer interaction,” Stricker commented.

Customers can raise a ticket in minutes using web-to-case. It’s then routed to the most relevant support agent or technician via digital workflows, giving every member of the team full visibility of the status along the way.

Data captured doesn’t just provide insights on how well agents are handling cases, it also helps the team respond quickly to other customers with similar technical issues or to identify where a particular product needs improvements on its next iteration.

Step 5: Become a Trailblazer and share your story.

To get the full benefit from its Salesforce implementation, Swissbit is an active member of the Salesforce community. The team attends workshops on how to get the best from products or AppExchange apps, and to share stories with other Trailblazers at events.

“The best companies in the world either use Salesforce or have plans to. It’s great to connect and hear what other people are doing with the platform,” said Stricker.

Next on the agenda, the team plans to roll out Marketing Cloud Account Engagement to take email marketing to the next level. And with the in-house expertise they’ve learned, they can complete the rollout without the expense of bringing in third-party partners.

“I’m a big fan of Salesforce. It’s helping with driving operational excellence so that we can grow at scale and identify where we can innovate going forward,” said Stricker. “It’s a game changer for staying ahead of the competition.”

Acting on competitive advantage is easier when you can make accurate predictions about customer behavior and supply chain issues. Swissbit excels at this thanks to better visibility, collaboration, and customer experience, all managed on a single platform.

 

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