Reimagining a Supply Chain Giant’s Quote-to-Cash Methods with Salesforce Sales Cloud

Challenge

A supply chain organization served an international client base, offering 100+ products that enabled the on-time, in-full delivery of shipments anywhere in the world. The organization’s disconnected and spreadsheet-driven sales process created steep challenges in managing inventory and providing clients with accurate and timely quotes. As sales and order information did not flow smoothly from one stage to the next, delays in order processing frequently provoked missed opportunities causing lost revenue. Additionally, billing management suffered greatly due to inadequate systems that lacked the capability to track and bill orders efficiently. Further, the absence of a multi-currency environment significantly complicated sales and revenue operations, making it difficult to serve international clients or manage currency fluctuations effectively.

How We Helped

Looking holistically at business processes and the entire IT landscape, Riveron Salesforce experts enabled streamlined sales processes by integrating Salesforce Sales Cloud, HubSpot, Dealhub, NetSuite, and Loopio. The approach focused on enabling the company to:

• Improve sales processes and automate repetitive tasks via HubSpot and Salesforce integration through automated lead assignment, email notifications, and follow-up reminders. The solution also created an automated data synchronization between HubSpot and Salesforce, to allow for powerful data synergies between Marketing and Sales functions.
• Digitize paper- and spreadsheet-based processes by enabling a transformed and efficient lead-to-cash process framework within Salesforce. This resulted in automated order processing, real-time visibility of order statuses, and synchronized customer and product data.
• Streamline the end-to- end quoting process through a Salesforce and Dealhub integration for automated workflows and real-time collaboration on quotes.
• Enable a lead-to-cash multi-currency process, initiating efficient management of global business transactional cash flows.

By bringing the sales process into a single environment, the supply chain giant gained better visibility and access across the entire lead-to-cash cycle.

How the lead-to-cash process works (as shown in the image below) – Each sales activity, (1) such as an event, task, email, or call, is tied to a HubSpot campaign and can result in a new lead, (2) which is integrated into the respective Salesforce record. Post conversion, integrated leads in Salesforce create specific assets like an account, (3) contact, (4) and opportunity. (5) Then, a quote (6) is created from a converted or existing opportunity in DealHub, and, as a part of the integration, a related synced quote is created in Salesforce. The team created an automated solution in Salesforce that marks the opportunity status as ‘closed won’ when an approved and signed quote is synced from DealHub to Salesforce. With the integration of Riveron’s Salesforce-NetSuite connector, after a quote is created and an opportunity is ‘closed won’, the information gets synced(7) to NetSuite both as a Sales Order and for revenue recognition purposes.

Transforming a supply chain giant’s lead-to-cash process

Results

With an optimized lead management system that has minimized lead leakage, the company now has improved customer conversion rates and has created a seamless customer journey through better lead qualification and nurturing. The supply chain organization was able to improve Sales productivity and spend more time focusing on selling and closing deals due to the seamless automation and synchronization of customer data. Enhanced quoting accuracy and standardized approval processes have accelerated sales cycles, while precise invoicing practices have ensured accurate revenue recognition and financial reliability.