A banking client had aspirations to streamline their sales for the loan acquisitions division within the bank. Yet the challenge for successful sales was hindered with their current lack of processes and cohesive communication, along with disparate systems. The client appointed Vantage Point to help them with the initial proof of concept and pilot the way that Salesforce™ could restructure their organization.

Client

• Financial Services

• Banking

• Michigan

Solution

• Business Process Review

• Tailored Implementation

• Integration

Salesforce™ Products

• Sales Cloud

• High Velocity Sales

Integrations

• Internal Home-Grown Pricing Tool Web Services Integration

Our Approach

Vantage Point commenced this banking client engagement first with a hyperfocus on understanding the client’s business, including their business processes before making any technology-specific recommendations. Vantage Point Consulting Team spent time face-to-face at the client’s place of business for an all-day review. The Business Process Review (BPR) was at the heart of our process-first approach, and ultimately the key to ensuring a successful engagement. After the business process review, Vantage Point proposed and implemented Sales Cloud to provide a clearly defined sales process inclusive of lead and opportunity management as well as sales management transparency into the sales pipeline with reports and dashboards. As a by-product of this, the client was also able to have a better means for their sales team to improve client relationships through a cohesive view of their customers. Also, we worked with the customer to integrate with their home-grown pricing tool to provide their sales team an end-to-end sales solution all in one system.

Actions & Impact

• Engaged with the client to fully understand their mission and aligned them with their business processes

• Implemented Sales Cloud to provide an end-to-end sales solution from prospects to clients

• Integrated a core system, their pricing tool, to provide a full view of their sales lifecycle

• Implemented workflow and automation to streamline the sales processes

Challenges

• No single source of truth when it came to sale activities

• Lacked a full understanding of their clients and their engagements with them from both the sales team and management perspective

• Unable to have complete insight into their sales funnel including no sales forecast

• Limited to no business process and workflow automation

• No mobile CRM experience leveraging current technology

By creating an iterative approach to this project, Vantage Point was able to capture the company’s mission and business objectives and then align them with the right technology for a successful solution. Following a successful implementation of Sales Cloud, the client is now is planning to expand to other divisions and ultimately expand the Salesforce™ footprint though out the bank.