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.