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%


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