International Steel Producer Partners with TruSummit Solutions to Drive Salesforce User Adoption and Meet Aggressive Sales Goals

Following a series of acquisitions and integrations, one of the world’s Top 50 steel manufacturers had developed aggressive sales goals that required penetration into seven strategic markets within two years. However, there were internal challenges with its Salesforce instance that could impede its ability to sell into the markets efficiently and effectively.  

User adoption of Salesforce and CPQ across the sales organization was low, following several different implementations with several different Salesforce consulting firms. Inconsistent use of its Salesforce tools meant the integrity of the organization’s sales data was questionable.  

And without a consistent and well-adopted process for pipeline tracking and management, the organization lacked visibility into its performance against its aggressive market penetration and sales goals. 

The steel manufacturer turned to Salesforce partner TruSummit Solutions, selecting TruSummit for its strategic vision; strong relationship with Salesforce; and ability to quickly translate core business needs into a demonstrative solution via a phased implementation approach.  

TruSummit’s first step in its engagement included a series of discovery sessions that enabled it to further ascertain and define the organization’s challenges. This discovery phase underscored known issues like low user engagement and a lack of visibility into the sales pipeline and revealed challenges with redundant processes and a complex pricing system. This hindered internal management but also resulted in a disjointed user-to-customer experience.  

TruSummit next developed a strategic roadmap that defined key areas of improvement, including internal process adjustments that would enable the organization to utilize new Salesforce product capabilities.  

Within the strategic roadmap was TruSummit’s overarching recommendation that the organization redeploy Salesforce Sales Cloud utilizing a phased implementation approach. TruSummit defined all facets of the phased implementation approach, including the timeline, the capabilities and resources needed from both parties, a roadmap for future transformation, and its recommendations for securing organizational alignment to ensure that this redeployment would be a success.  

The redeployment and subsequent training program were widely considered a success within the organization, resulting in enterprise alignment on customer strategy and execution, documented activities and sales planning efforts, as well as general preparedness for executive pricing authority reviews. 

• Strategic Consulting
• Salesforce Implementation
• Managed Services