AWP Safety: Service Cloud, Sales Cloud & Revenue Cloud
AWP Safety achieved a significant transformation by unifying three acquired companies under a single streamlined business process with Salesforce, overcoming initial challenges of disparate selling processes and pricing models.
Through comprehensive analysis and restructuring of business operations, including product catalogues and pricing strategies, AWP Safety not only optimized quoting processes but also enabled effective cross-selling and upselling, dramatically increased revenue, and improved the management of live contracts.
The implementation of guided selling and automation of renewals further contributed to an increase in recurring revenue, showcasing a successful integration and enhancement of sales efficiency across the merged entities.
Challenge
Three acquired companies operating with disparate selling processes and pricing models, making it impossible to cross-sell, upsell, or manage contracts efficiently across the unified business.
Solution
Implemented Salesforce Service Cloud, Sales Cloud, and Revenue Cloud to unify business processes, restructure product catalogues and pricing strategies, and enable guided selling with automated renewals.
Results
- Unified three acquired companies under a single streamlined business process
- Dramatically increased revenue through cross-selling and upselling
- Improved management of live contracts
- Increased recurring revenue through automated renewals