Cloud Supply Chain Leader Manages Growth with Sales Cloud

The Challenge

Cloud supply chain provider Elementum focuses on bringing together the latest in big data, cloud, and mobile technologies, and delivers accurate, real-time supply chain information, optimized for today’s mobile workforce. Elementum is building the world’s first multi-enterprise supply graph, eliminating millions of dollars in license and service costs that OEMs must spend to integrate all of their supply chain partners. Elementum’s customers span the automotive, healthcare, industrial, and technology sectors. The company is growing at an explosive rate and was looking to revamp their sales operations processes and systems to accurately track subscription based opportunities and track pipeline.

Craig Lewis, head of worldwide customer engagement, needed to revamp his Salesforce system to manage forecasting, opportunity splits, and manage and report on expanding markets and territories based on the Cloud subscription based billing model. He also wanted to implement a new sales methodology for the opportunity cycle and revamp product and pricing components to match the needs of a SaaS vendor. Crag said “Our old CRM implementation did not match our sales cycle, nor did it provide us the controls and monitoring tools to manage an effective subscription sales process.”

The Solution

West Coast Consulting redesigned the sales process. Elementum wanted to track not just the opportunity amount, but also year 1 billing, year 3 billing and year 5 billing. In some cases there had to be a ramp up in billing. The consulting team aligned the territories and implemented forecasting with quota management across worldwide sales teams. They implemented the S3 sales methodology to enable seamless opportunity management from within Salesforce.

A set of global dashboards helps Craig and his team track sales quota attainment, pipeline and top deals per sales territory down to the individual sales representative.

Results

“Our new Sales Cloud deployment finally allows us to manage our SaaS metrics, track our business performance, and report ACV and TCV,” said Craig. “With the new system I can track our pipeline and drill down into the details where I need to. This gives me the ability to manage the sales process with information that’s always up to date, whether I am in the office, on the road, or with one of our customers.”

He and his entire team is using Mobile One, which provides them access to their Sales Cloud wherever they are. Commenting on the overall engagement, Craig said “We were impressed, how West Coast Consulting Group worked with our Support, Sales Ops, IT, Renewals, and Finance organizations, to orchestrate a successful global Service Cloud launch.”

Elemental

ORGANIZATION
Elementum

INDUSTRY
High Tech

HEADQUARTERS
Mountain View, California

SUMMARY
6-weeks for complete CRM revamp

Designed SaaS revenue model

Deployed Sales Cloud

Implemented global forecasting and revenue reporting

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