Implementation and support of salesforce to a leading global building materials company across seven countries in APAC
Implementation and support of salesforce to a leading global building materials company across seven countries in APAC
There was excellent adoption of salesforce within the first three months, and overall adoption rate was above 95%

Background

The client is one of the largest producers of cement and aggregates, with over 70000 employees spread across the globe, and a turnover of around CHF 26 billion.

The client had acquired two of the largest cement companies in India, and as part of their plans to leverage technology for growth, decided to implement Salesforce for their customer-facing needs, which included sales, marketing, technical Services and customer support.

The deal was one of the largest for Salesforce in India at that time (2011), and Lister was the partner of choice for the implementation, given our reputation as a partner for complex and large deployments. Between the two companies, there were close to 2000 users with over 1300 field sales and field technical services professionals.

Challenges

The company was selling most of its products through an extensive dealer distributor network across the country. The key challenges faced by the company included:

  • Lack of a single application as a source of truth for Sales and Marketing teams
  • Disparate applications including Excel sheets for field visits, that were difficult to leverage for customer-facing roles
  • Delays inflow of information from HO to field and from field to HO, causing delays in decision making in a very dynamic market
  • Difficulty in tracking sales team productivity and efficiency
  • The sales team did not have easy access to information about their dealers and distributors during field visits

Most of this was applicable across all countries in APAC. So it was decided to start with India and then expand the scope to other APAC countries.

Solution

We had a joint session with stakeholders to discuss on approach, and given the level of readiness, we decided to go with a phased approach with incremental features rolled out every 3 –6 months.

The initial rollout was to users in India, done over 3 phases in a year. Subsequently, it was rolled out to 6 APAC countries over the next two years in multiple phases. Since then, Lister has been the vendor of choice for all Salesforce projects and support, and the engagement has been continuing since 2011 to date.

Outcomes

  • There was excellent adoption of Salesforce within the first three months, and overall adoption rate was above 95%
  • Although we had to implement the same within a terse timeframe, and with a tight budget, our teams delivered beyond expectations every time
  • 30% increase in market coverage due to productivity and efficiency improvements in the sales teams
  • The standardisation of the base solution and the ability to customise the application to local needs was built into the solution. This enabled great flexibility and reuse of functionality.
  • Merger and demergers also took place over time in some of their countries, and Lister handled merger and harmonisation of Salesforce orgs as well as the demerger of orgs.
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Director of Digital Commerce of a leading US-based airline.

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Director of Digital Commerce of a leading US-based airline.
Mithun Sacheti (CEO & Founder, Caratlane)

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Mithun Sacheti (CEO & Founder, Caratlane)
Manager - Project Management Office – Leading BFSI company

Many thanks to both you and Aditya for your support in getting us to this point. The project team owes both of you a big debt of gratitude for all your help, especially these last 2-3 weeks.

Manager - Project Management Office – Leading BFSI company
Manager - Project Management Office – Leading BFSI company

Many thanks to the team for the support in getting us to this point. We owe a big debt of gratitude for all your help especially these last few weeks.

Manager - Project Management Office – Leading BFSI company
COO, Auto parts retailer

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COO, Auto parts retailer
CRM Manager

Lister team has been working with Edmunds for two and a half years. We work as a partnership with them where we discuss the current issues, and they provide guidance and suggestions whenever needed.

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CEO, a FinTech company

Lister is a great Salesforce partner to work with. They bring outstanding capabilities to the table and have done a fantastic job in helping us revamp our processes and clean up Salesforce.

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AVP, Business Applications of a leading communications software company

"Lister did a great job in launching Partner Community project that was complex to roll out to thousands of partner communities which led to a spike in our revenue pipeline. Lister team has the best of technical talent who understand our business requirements well and come up with innovative, scalable design solutions to ensure the highest level of quality is met during rollout.

AVP, Business Applications of a leading communications software company
IT Director, A leading online learning company, USA.

"Lister did a terrific job at identifying, troubleshooting and fixing problems from the time we implemented Salesforce. All my original apprehensions about how quickly they'd be able to take over custom code and configurations and start to make an impact have been put to rest.

IT Director, A leading online learning company, USA.
IT Director of a US-based enterprise cloud data provider

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IT Director of a US-based enterprise cloud data provider
Program Manager ,CRM Project

"Your delivery team has shown great commitment in delivering the agreed outputs. The passion of supporting our team and the users are also quite evident, most of the time, even going beyond what was required from their responsibility."

Program Manager ,CRM Project