Case Bevenic Oy
Clarity and predictability for growing sales – Implementing a CRM solution in just 2 months
The challenge
The processes and the ERP solution used by Bevenic, a company specialising in industrial solutions, no longer fulfilled the needs of the rapidly growing company. The sales team needed a solution to organise client data and sales processes that would support daily tasks, leading sales, and improving customer experience. In addition, Bevenic hoped to implement the solution quickly during the summer vacation period.
The solution
Together with Sofigate, Bevenic implemented the CRM solution Salesforce Sales Cloud alongside its ERP solution, bringing sales management and customer data together in one environment. Thanks to thorough planning, the implementation of the solution was done quickly during the summer vacation period. The solution enabled the efficient management of new and existing customer relationships, and leading sales and customer experience from sales leads to orders, while aligning sales practices.
The outcome
With the new CRM solution, managing Bevenic’s sales pipeline has become much clearer. The sales team is now able to follow and lead customer accounts and streamline sales operations within one system. In addition, the reporting solution has increased the predictability of the company’s revenue significantly.
Looking for a versatile system and a capable partner
Bevenic has been able to expand both its operations and its clientele fast. However, its IT solutions were not able to keep up with the growth. The company noticed a need for a management system for customer data and sales pipeline that would support the sales team’s daily work.
“We used an ERP system that alone didn’t provide enough support for the different phases of a sales pipeline. We wanted a solution that would gather our customer data in one place and enable managing customer relationships and effective customer acquisition. At the same time, we wanted to enhance sales and improve the predictability of our revenue,” says Jukka Rautiainen, CEO at Bevenic.
Therefore, the solution was expected to offer versatile functions that would enable its development and customisation in the future as well. Bevenic was also looking for a partner that could provide support in implementing the solution quickly during the summer vacations as well as participate in planning new approaches and modeling the best practices during the implementation phase.
With us, all of this was possible.
Bevenic’s IT department was thrilled with the new CRM solution
In addition to the familiar ERP, the solution that met Bevenic’s needs was Salesforce’s CRM system, Sales Cloud. Together with Sofigate the company planned the phasing of sales processes and the practices for integrating the systems. With the new model, managing customer data and the different stages of sales were centralised to Salesforce.
“Even an IT department can get thrilled with a versatile Salesforce solution because of its excellent maintainability and the ease of independent development,” says Mari Alho, IT service manager at Bevenic.
In the beginning of the collaboration, the focus was on creating a transparent management process for leads and sales opportunities that ensured that all sales operations were visible and could be followed in one system. To support sales predictability, a functionality was added to Salesforce to phase sales income.
“Working with Sofigate’s team has been easy. The project was well planned, so it stayed on schedule and within the estimated budget. The responsibilities were clearly defined and Sofigate’s team was highly skilled, which in turn made our project management and work easier,” praises Alho, who worked as the project manager of planning and implementing the solution at Bevenic.
Implementing the solution in just two months
The project started at the end of May 2024. It was carried out in its entirety during the summer vacation period, and the new CRM system was introduced to the account managers returning to work from holidays.
“Close cooperation with Bevenic’s core team made it possible to not only start the project quickly but also to ensure efficient decision-making and implementation,” says Sonja Svärd, who worked as an implementation consultant at Sofigate.
For the implementation period to succeed, it was crucial to be precise with scheduling and to collaborate in process planning. At the beginning of the project, workshops were organised to determine the data structure, sales process phasing, and reporting capabilities that would serve Bevenic best. Based on the workshops, a framework for the Salesforce environment’s structure was created, streamlining its construction.
“It was great to see how swiftly the system and new practices were implemented. Co-operation with Sofigate was excellent, and we’re excited to start utilising a new solution that supports our strategy,” Rautiainen compliments.
The new solution promoted Bevenic’s goals
With the new functionality, Bevenic has been able to improve its revenue forecast and better predict the demand for component and equipment production.
Both goals, better management of the sales pipeline and the centralisation of customer data, were achieved. Better management of leads and tracking of sales projects has clarified the ways of working for the sales team and made working more efficient. Reports created for predicting sales also improved significantly, which further supports Bevenic’s growth and strategic decision-making.
During the fall 2024, the CRM system will be expanded with an automation tool for marketing. The goal is to gain a deeper understanding of customer relations and to raise the service level with the aim of developing long-term customer relationships.
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