UX Case Study | Manufacturing

Migrating Sales from Excel to Salesforce

A High Growth Company Improves Sales Operations by Moving to Sales Cloud

The Challenge

This case study explores how CloudKettle helped an Electrical Utility Manufacturing Company move their Sales Operations from Excel Spreadsheets into a robust Salesforce solution, with minimal interruption in business operations.

Goal #1

The primary objective was to modernize the client’s sales process. The majority of the Sales and Pipeline data was stored in shared Excel spreadsheets. While workable on a small scale, this was not scalable for the client’s long term needs.

Forecasting, formalization of a sales process, data formatting and hygiene were critical issues that needed to be addressed.

Goal #2

The company was in a growth phase and needed to continue to operate with a minimal disruption of operations as they scaled to meet market demand.

However, this presented a significant challenge due to:

  • multiple data sources
  • inconsistent data formatting
  • duplicate and incorrect data

The client needed help scaling, to ensure that their revenue operations could meet their increasing marketing demand.

Focused Solutions

The CloudKettle team worked with the client to thoroughly understand their needs before devising and approach and working with them to transition from the antiquated Excel Spreadsheet approach to a robust Salesforce solution.

Sales Cloud

After thorough review of the client’s existing processes and use cases, Sales Cloud was configured to formalize a sales process that could provide structure for the team, but not disrupt their day-to-day work. The solution needed to meet today’s requirements, but also prepare the organization for upcoming deployments of CPQ and Marketing Automation solutions.

Services: Revenue Operations Cloud

Data Mapping & Migration

Data from Excel spreadsheets was analyzed, then mapped and migrated to the new Sales Cloud environment. Old records were imported, duplicate records purged, and the client was given a clean slate on which to start recording new data in Salesforce.

Key Success Metrics

CloudKettle worked with the client to carefully review the existing sales process and understand the business requirements, and create optimal revenue operations procedures to streamline business processes to give the client clean and easily accessible data.

  • Project went from kickoff to final solution delivery in only 11 weeks
  • Instead of multiple disparate spreadsheets, client now has all their critical sales data in a single, functional platform
  • The fast implementation of Salesforce set the stage for fast-follow deployments of CPQ and a Marketing Automation solution

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CloudKettle is fully SOC 2 Type 2 Audited and compliant. This means that we maintain the highest level of information security to ensure your sensitive information is handled safely and responsibly.

Our SOC 2 compliance ensures that we are managing data correctly in the five Trust Services Categories: security, availability, processing integrity, confidentiality, and privacy.

Get the Most out of

Salesforce isn’t always a standalone platform. We understand that getting the most out of your platform relies on architecting a heavily integrated ecosystem.

At CloudKettle, we deal with people, process, and technology holistically to roadmap scalable tactics for revenue generation. We begin with an audit, identify gaps, and build customized solutions and training for your organization.

Want to speak to a CloudKettle consultant about your Salesforce needs? Reach us at 1-800-878-4756 ext. 202, or fill out the form and one of our experts will be in touch.

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