ClearView™ Success Story:
The Challenge:
- Craft Brewers Association (CBA) purchased 75 EE seat but was nominally using them
- Relied primarily on spreadsheets for information
- Opportunity object was disabled and dashboards not accurate
- Lack of comfort with the tool and no SFDC process established
- No tracking for pipeline, account inspection, or any Opportunity related activities
- Management and teams frustrated with adoption
- Forecasting done by the
corporate office and passed down to
the region by the regional sales
managers
The Breakthrough:
- Opportunity object enabled and SFDC customized. CBA sales now able to use Opportunities to create and track pipeline
- CBA sales process was enabled in SFDC
- Sales makers can now go from Opportunity to Wholesaler Task leveraging SFDC Mobile
- CBA now leveraging SFDC for greater sales visibility
- Accurate Dashboards provide improved tracking and pipeline discussion
- Reps indicated that the repetition of the session’s Power Tips
Quotes:
“I personally thought this was very useful over the last four weeks. My team, as you can see from the work they've done in opportunities, has advanced to a very comfortable level. I was really pleased by having it done this way.”—Derek Hahm,
NW Regional
Sales Director
“Moving in the right direction. Much happier today than where they were a month ago.”
--Scott Urbatsch,
Director of IT
“Found it very beneficial and I'm glad we're going down the route of Opportunities.”
--Fred Stewart,
Key Accounts Manager
| Metrics | 30 days prior | Pilot impact | % Increase |
| Created Tasks | 2299 | 3088 | 34% |
| Completed Tasks | 2270 | 2787 | 23% |
| Logins | 3831 | 4505 | 18% |
| Opportunities Created | 0 | 271 | 2710% |
