Case Study: FinancialForce
Financial Software Company Maps Territory Planning Success with Sales Cloud
Run on the world’s #1 CRM platform, Salesforce, FinancialForce is built to enable its users to see a 360-degree view of every customer and unlock powerful insights, deliver dynamic experiences, run a digital business, while achieving agility and resilience.
SOLUTIONS:
- Sales Cloud
(Territory Planning and Management)
GO LIVE DATE: May 2019
Challenge
As an Accounting and Financial Software company, FinancialForce was looking for a solution to more equitably distribute accounts amongst its sales team in a way that focuses on quality and quantity.Specifically, the client sought to:
- Plan account distribution and assignment without spreadsheets
- Reduce labor intensive elements of account distribution and planning
- Create plans for change management when introducing new system and processes for the sales operations team
- Develop standard process for managing edge use cases for account assignment
Solution
VALiNTRY360 delivered a Sales Cloud solution that overhauled the sales account distribution process by:
- Implementing Salesforce Enterprise Territory Management
- Advising on Territory Planning best practices
- Creating assignment logic and rules for automated account assignments within territories
- Used Territory Planning to model account segments on a map easily and quickly carve out regions, new territories or reallocate resources
- Eliminated the use of the spreadsheet for account planning and distribution
- Optimized and balanced territories across North America, Latin America, EMEA, and APAC
Results
