Client Overview
Our client – ATI Motors is an engineering and manufacturing company that excels in AI, power electronics, control systems, mechanical engineering, system software, and electronics. They specialize in manufacturing robots and autonomous electric vehicles tailored for industrial environments like factories and warehouses.
Their flagship Sherpa series includes tuggers and pallet movers suitable for both indoor and outdoor operations. The client stands out with its commitment to seamless integration into existing workflows, requiring zero infrastructure changes. Additionally, their Robots-as-a-Service model provides flexible and risk-free adoption, enhancing overall operational efficiency.
Business Challenges Faced by ATI Motors
The client approached Kasmo as they were facing several critical business challenges that were hindering their growth and operational efficiency. These were some of the challenges faced by ATI Motors:
Lack of Seamless Lead-to-Opportunity Conversion
The client faced challenges to streamline workflow process. This created hindrances while converting potential leads into opportunities. Without proper workflow automation, the client could not streamline sales operations, leading to lost revenue. This fragmented approach caused inefficiencies in managing the sales funnel resulting in lower conversion rates. Due to a lack of workflow automation, sales reps had to manually track and move leads through different stages, leading to delays and potential loss of revenue.
Limited Reporting and Dashboard Capabilities
With the previous CRM, the client could not get accurate reporting as their data was not properly maintained. This created challenges while tracking employee performance, making data-driven decisions, or measuring key sales metrics. Additionally, our client also struggled to handle the growing volume of data, which led to slow performance and an incomplete overview of data.
Absence of Multicurrency Support
ATI Motors caters to global clients. However, they were struggling with multicurrency support. This limitation made it challenging for sales personnel to keep track of global currency rates and convert them simultaneously to facilitate a seamless workflow. This created hindrances while measuring their financial performance.
Challenges with Account Hierarchy Management
ATI Motors faced significant difficulties in managing its account hierarchy. Multiple employees were creating duplicate primary accounts, leading to confusion and inconsistency in data. This created challenges in tracking customer relationships, creating accurate reports, and maintaining a clear view of account structures. The inability to manage account hierarchies resulted in wasted time and errors in data management.
Kasmo’s Salesforce Solutions
Kasmo’s Salesforce experts understood these challenges and leveraged the Salesforce sales cloud to streamline workflows, enhancing efficiency and productivity. Some of the other unique and tailored solutions that Kasmo offered to this client:
- With Salesforce Sales Cloud, Kasmo customized the sales process in such a way that an incoming potential lead can be automatically moved to the opportunity level. However, if a lead is yet to move to an opportunity level and is in the pipeline for more than 45 days, the sales managers will be notified immediately, and action will be taken accordingly. This reduces missed opportunities and losing out on revenue.
- By leveraging the Salesforce sales cloud, Kasmo could streamline workflows and automate their internal business cycle. Once a lead is generated, it gets captured in the Salesforce CRM. The inside sales team can then assign them directly to sales managers in a single click, saving time and effort.
- All the incoming data was captured effectively in Salesforce CRM, reducing the number of missed opportunities, and fulfilling their objective to streamline workflow. Moreover, by customizing the Salesforce sales cloud, Kasmo also dealt with multiple account hierarchy challenges. Now only sales managers are allowed to create primary accounts. If a primary account has been already created with the same name and location, the sales managers receive an automatic notification, preventing account duplication.
- Kasmo also enabled multi-currency support for the client, which helped ATI Motors in catering easily to global clients. Our Salesforce experts tailored the Salesforce sales cloud to minimize errors made by the sales reps while converting currencies to create quotes. Now, based on the currency type the price book was automatically created which helped in faster quote generation.
- To prevent ambiguity regarding quotes, Kasmo customized the Salesforce sales cloud to lock the final price and quotes as agreed by both parties (between ATI Motors and their customers). This prevented any further edits or uncertainties between the two parties.
- Kasmo also created 25 reports and 3 dashboards that helped the client to stay on track of their opportunities, employee efficiency, and productivity. These reports and dashboards were created both for sales managers and inside sales employees.
Results Achieved
With our Salesforce implementation, our client could streamline workflows and enhance their efficiency. Some of the key results achieved by our clients also include:
