Partners in Performance

Arxxus Advantage enables salesforce.com transformation for Partners in Performance

Partners in Performance

Components of this project:

  • PIP engaged the Arxxus Advantage team to transform their basic salesforce.com system into a core platform for business growth
  • Adoption across all areas of the business from senior management to back office functions 
  • salesforce.com has become an integral part of the firm's back office infrastructure

Customer

In the last four years alone, Partners in Performance (PIP) has helped its clients achieve more than $10bn of measurable revenue and cost improvements across numerous industries worldwide, along with $40 billion in capital cost reductions and $1bn in sourcing savings

With the help of Arxxus Advantage, PIP has streamlined key internal business functions using salesforce.com. 

 

Key Results

Achieved 100% user adoption

Streamlined business functionality

salesforce.com now source of truth

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"We have a fabulous Arxxus support consultant who is always available to explain how we can approach certain problems and what the constraints are.
Our spend with Arxxus has been much lower than it would have been had we hired internal expertise – using Arxxus has allowed us to maintain costs at a reasonable level while having access to experts."

Yvonne Toole
Sales Support Manager
Partners in Performance

Situation

PIP originally implemented salesforce.com as a customer CRM and workflow tool in 2012. However, following the initial implementation, the system was not supported from a business or IT perspective. This resulted in poor user adoption since the business users were not trained and did not see direct value or benefit in the solution. The functionality was often described by the business users as "time consuming and clunky".

In 2013 a new Sales Support Manager was hired by the MD with the mandate to make salesforce.com work for the business. As there was limited salesforce.com knowledge within the business, PIP engaged the Arxxus Advantage team to help drive the necessary changes.

Key Challenges

  1. Lack of user adoption and negative perception of salesforce.com
  2. Existing salesforce.com functionality did not meet the business needs
  3. The business had a shopping list' of requirements that needed to be implemented
  4. The Sales Support Manager had no previous experience with salesforce.com

Solution

PIP engaged the Arxxus Advantage team to review the existing salesforce.com implementation as well as PIP's business requirements to help them navigate potential solutions. The Advantage team worked closely with PIP to help determine the optimal approach.

The Advantage engagement helped drive the following benefits for PIP:

  • Future proofing - PIP is a rapidly growing organization with evolving requirements. A key requirement for PIP with every salesforce.com enhancement was to ensure it remained flexible from the perspective of future updating and license flexibility. The Advantage team kept this design consideration top of mind when evaluating, recommending and implementing solutions for PIP in salesforce.com.
  • Build in house capability -  Members of the Advantage team helped train the PIP Sales Support Team in day to day salesforce.com administration. PIP now manages the majority of their salesforce.com requirements internally including: user management and configuration, adding and removing fields, page layout changes, email templates, validation rules and mass data loads. This in turn allows the Advantage team to focus on Visualforce development and new projects.
  • Develop strong KPI reporting - a key requirement was that salesforce.com would allow transparent and reliable KPI reporting throughout the organization. This has now been realized.
  • Cost effective support - the outsourced partnership needed to have a clear ROI as PIP practice what they preach and are very conscious about overhead spend. The Arxxus Advantage program allowed PIP to achieve internal salesforce.com architecture and development capability without the need for expensive full-time internal resources

Want to learn more?  Talk to us.

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