Salescloud Quick Start Case Study

November 2, 2020
Girikon

Background

Girikon entered a contract with a reputed provider of premium sports equipment/flooring products for basketball courts. The provider was looking to offer prospects and customers a superior experience while quoting and ordering superior basketball courts, and equipment. The sports equipment provider, which is an official outdoor court partner of the National Basketball League, Australia offers unique and high-performance tiles, customizable design courts, netting, and high bounce basketball and tennis court flooring, the quality of which are endorsed by high profile sports administrators and athletes. Girikon was engaged to implement a CRM that included Lightning-enabled Salesforce Sales Cloud.

Girikon was approached by the Client after an unsuccessful implementation attempt by the existing Salesforce Consultant and selected due to its record in quick start implementation for small and medium-sized businesses. Girikon’s track record, quality delivery outcomes, efficiency, and cost-effective rates were taken into consideration during the selection process. Girikon’s Sales Cloud quick start methodology included templated start guides, efficient on boarding modules that can be completed within a 5-week timeframe, etc. were key to a successful and quality outcome. The effectiveness of Girikon’s onshore/offshore model and positive management of senior stakeholders gained the confidence of the Client, which resulted in reduced time spent by key team members during the implementation.

About the Premium Sport Equipment Provider

The Client, a reputed provider of premium sports equipment/flooring products was founded by basketball enthusiasts, with a focus on quality and superiority. Their premium flooring product is considered to be one of the best quality, suspended flooring products in the world. The product mimics a professional indoor playing surface in an outdoor setting and can be completely customized in terms of shape, color, and design. They also utilize Australia’s premium basketball ring system to round out a fully professional playing experience.

The sports equipment provider reached out to Girikon to review their current business processes/practices and provide support on their needs by implementing a quick start package of Sales Cloud.

The Problem

The sports equipment provider used manual processes to track customer’s accounts, contact, lead, and opportunities including product and finance-related data. The following pain points were identified during the discovery phase of the project:

Inability to track and maintain the inquiry pipeline across the sales regions concerning different marketing platforms and lead sources
Absence of a common platform to view daily activities and next steps related to the Client’s prospects, leads, and customers
No information for measuring the engagement such as the number of contacts emails distributed or managing the subscriptions of newsletters, marketing collaterals, etc.
No defined process to track the customer’s journey and tracking back the multiple product usability by customers
Usage of communication tool like Emails, Spreadsheets, etc that offers limited coordination across the business lines.
Manual entry of business contact details for newsletter content and their interest related to different products/services offered
Inability to manage the planned event’s lead inflow, their conversion to opportunity, and its impact of positioning product services to the target audience

The solution

Girikon provided the Client with a scalable customer relationship solution as a quick start package that captured enquiries from various lead sources to track and manage enquiry pipeline, enable faster turnaround time for processing customer service engagement, access to complete information of the customer, and their related data throughout the sales lifecycle.

The following modules were implemented to achieve a business process solution:

Lead Management (Manual, Web to Lead)
Account & Contact Management
Opportunity Management
Contract and Quote Management
Reports & Dashboards

scalable customer relationship solution

Project Timelines

Investment Group

Solution Inclusions and Features

Implementation of Sales Cloud by Girikon helped the client to track and have a 360 view of the enquiries inflow/progress, customer details, and sales pipeline to increase the collaboration between various teams involved during the sales cycle. Apart from this, weekly/monthly reports and dashboards generation for a better analysis of business performance is also achieved.

Sources of Lead Generation

Web to Lead (Website)
Manual creation (BD/Sales, Events)
Lead Assignment
Lead Duplicity Check
Automated Task Assignment
Lead Conversion
Once Lead is converted information needs to be transferred from Lead to Account, Contact, and Opportunity.

Opportunity Management

Opportunity tracking and progress
Display a visual summary of the opportunity with Kanban
Automate task/email after the deal has been settled.
Ability to send an email on anniversary dates from the term start date.
Automate task/email after the loan status is “Active” to send up a follow review/ send post settled documents
The email needs to be sent when the application has been approved, submitted, and settled.

Account Management

Account Configuration
Duplicate Management
Setting up the relation between business and personal accounts

Contact Management

Contact Configuration and set up
Duplicate Management
Ability to send an email on birthdays
Business Address needs to be populated from Account

Quote and Product Management

Quote Configuration
Quote Approval process
Product Setup
Product Pricing Setup
Quote Email template
Quote Document PDF template
Product and Pricing Data Migration

Data Management

Efficient Data Loader process set-up for Data Migration, implementation, and management, diverse sources including Flat files (CSV, text file, etc.)

Integration

GMail integration / Setup

The Outcome

The Client team is now able to get a 360 view of enquiries inflow, besides customer details and sales pipeline. The implementation of Salesforce increased collaboration between various teams (Sales team, designers, and site inspectors) that were involved during the sales process. The client has now completely adopted the software and gained increased efficiencies through the task workflows and automation.

Every department can now tag either individuals or teams to share accurate information. With this new-found ease, teams can seamlessly work together to improve the bottom line personalize their dashboard views to quickly locate required information such as customer information, opportunity revenue pipeline, lead lifetime, and performance reports to explore untapped opportunities. With better reporting data, the Client is now able to make resourceful, and effective decisions to reap the rewards of customer loyalty.

Customer Satisfaction

Short term initial engagement with real benefits from the product and solutions scoped and delivered. Good experience with an educated & passionate Salesforce implementation partner.

(Sales Manager)

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Being our first time hearing of Salesforce, Yiannis and Mokshith really helped us get our head around what it is and what it's capable of doing. We came to them with many problems we needed solved for our Advocacy Service, and we were able to get an outcome that works great for our needs. Our day-to-day operations have been streamlined by cutting out a lot of back and forth to the students using our service with a tailor-made form that addresses all the information we require upfront, rather than later through many emails. Compared to the system we were using previously, Salesforce and Girikon together, allow us infinite opportunities to improve our service. We are continuing to work with Girikon for other projects our broader business needs and are sure the outcomes will be successful too.

Maddison Federico, Student Engagement Manager, La Trobe University Student Union

The team are engaging and knowledgeable of the product. They are capable of providing advice and recommendations for “non-technical” people 😊. The team are responsive and continue to support us on our Salesforce journey, no matter how big or small the question. We look forward to continuing to work with the team.

Katrina Bye, Commercial Operations and International Manager, The Gordon

Girikon has been our trusted Salesforce advisor for 2 years. We needed a partner who really understood our unique challenges, and with their extensive experience in consulting for the not-for-profit sector, Girikon helped us get closer to the finish line.

Jenny Davidson, CEO, Council of Single Mothers and their Children

Girikon was excellent in suggesting and implementing what’s a simple process but actually has a number of underlying processes that we now use to better forecast and report over time. If I were to say, there’s probably Agile project management at its finest.

Carmelo Pellizzeri, Director of Revenue Operations, Maropost

As we were the first higher education institution in our region to adopt the EDA with the Student Success Hub (SSH), there was a lengthy scoping phase for this project. Girikon were excellent in assisting us with discovering our needs and how Salesforce could meet and exceed those needs.

Rob Corner, National IT Manager, Morling College.

Girikon's attention to detail and willingness to find integrated solutions with our existing platforms was outstanding. The level of resources they provided to the engagement always made us feel prioritized as a client and kept the project on track. Overall it was the quality and level of project management that stood out across the engagement to make it so successful.

Bevan Nicholson, CEO, Hendry

Our experience with the Girikon team has been fantastic. They helped us develop a custom Salesforce solution to integrate our new website with Salesforce, right before the launch of one of our major annual-giving campaigns. They helped us develop a custom API to integrate our new website with Salesforce, set up our campaigns and streamlined the overall campaign and donor management process. As a small not-for-profit with limited resources, Girikon has become our go-to Salesforce partner. Thanks Girikon!

Maheen Iman, Marketing Manager, GIM Foundation

Thanks so much to everyone on the team for getting Phase 2A completed on schedule.

I appreciate the cooperative spirit and the attention to detail that enabled us to streamline the entire process in order to achieve success and to meet our goals.

I couldn't be more thrilled to work with such a terrific group of people, and I'm looking forward to working with you on the next 2 phases of the project!

With many thanks,

Cesar Muradas, Education Centre of Australia

Very happy with Girikon, as they finish the project working us a team and they got really engaged with our needs and specifications. The communication was excellent and i am more then happy to recommend Girikon to anyone for salesforce projects. Keep up the good job!

JGeorge Gkoumas, Specialist Technician, eduSTAR.TSS | Information Management and Technology Division Bannockburn P12 SC

Girikon have provided a great 'end to end' solution with a minimum of fuss and hassle. The iterative manner by which the project evolved has ensured a 'fit for purpose' outcome. Thank you!

John Mitchell, CEO Delta Gymnastics Group.

“Outstanding Communication”

Jack Socratous, National Product Support, Training & Marketing Mgr, Komatsu Forklift Australia Pty Ltd

It was an absolute pleasure working with Girikon. In all the projects undertaken from us, they have been very helpful in building solutions for our ORG. Also, they have very competitive prices. We Will definitely hire them again for any future projects.

Ali Abbas, Salesforce Administrator, Melbourne Market Authority

Short term initial engagement with real benefits from the product and solutions scoped and delivered. Good experience with an educated & passionate Salesforce implementation partner.

Chris Cadden, Sales Manager, DreamCourts

The team at Girikon were knowledgeable with Salesforce, it's limitations and how best to leverage the resources available to achieve the best outcome. Engagement was flexible and the team continue to support our business.

Beau de la Garde, Client and Operations Lead, Impact Investment Group

Yiannis and the team listened carefully to what I needed to achieve and delivered on time and in budget. I look to working with them again in the future.

Sinead Monaghan, Community Development Officer, Kwinana Early Years Services

Girikon team are professional, knowledgeable with Salesforce product and meet objectives in a timely manner. They are a pleasure to work with..

Jennifer Galea, Finance Manager at Freemasons Victoria

The team at Girikon, they were very professional and detailed in every way! They spent a good amount of time identifying our scope and meticulously understanding our processes before we wrote a single line of code. When they presented a schedule, they stuck to it and the after development support has been top-notch. The Devs have great personalities and I have enjoyed spending time with them building the structure that supports my business. These guys are the best and we already have additional work slated to do with them. We have found a partner for life in Girikon!

Daniel Gourley President – 5WM

From day one, I noticed several differences between Girikon and the previous firms we had worked with. The major difference was the daily communication. I was not only able to jump on a phone call once a day to answer any questions, bounce my ideas to the team and receive progress updates, but also received a daily progress report with upcoming work items.

A project handed off a project to the Girikon team will most certainly be a quality delivery on time and within budget!

Mark Homer, CEO, GNGF

We have been extremely impressed with all of our projects with Girikon. They have helped streamline our internal processes, and made our daily work environment a better place to be. Our work together has reduced the amount of tedious “plug-and-chug” work, helped us to innovate new processes, and allowed us to focus on helping our clients.

Joe Brodar, Development Strategist, GNGF

We at Go! Go! World have had the pleasure of working with the team at Girikon on a very niche project involving multilingual Salesforce B2C implementation.

With brilliant analysis, planning and execution Girikon, not only delivered what we needed but also added value by recommending additional features that we did not previously think possible. Their work ethics and requirement understanding is top-notch and we are absolutely looking forward to working with Girikon for future projects.

Chris Baek, COO, K.K. GoGo World

I can highly recommend the Girkion Team. They have been amazing since my first contact with them via their website to our Go-Live Date

Erin Macdonald, Broker Support Officer, YAKKA FINANCE

Girikon were a very diligent team that helped setup our quick-start Salesforce implementation to enable us to have over 250 accounts, over 1,000 contacts and a number of opportunities transferred and then configured for our requirements.

They listened to our requirements for an effective sales engagement process to be implemented, whilst ensuring integration from Pardot was effective for a streamlined process from lead to opportunity. Our team, whilst small in numbers, are scattered around the world, so being able to implement an effective solution that could be trained quickly for users and have them aligning their use was really effective from Girikon

Daniel Hibbert, Commercial Director, DIGITARY