Performance highlights of Salesforce users with Grace vs. without for the 3-month period:
■ 25% increase in revenue
■ Over 300% increase in the total number of Salesforce updates
■ 48% increase in the number of critical Salesforce updates
■ 89 hours in total saved time
Obero is a global company with offices in Canada, the US and Europe. Obero’s flagship product, Obero SPM, is a cloud-based Sales Performance Management solution which helps organizations streamline their Sales Planning, Execution and Optimization processes by providing the required tools to effectively manage their recurring revenue business models. Its comprehensive functionality provides organizations with a single unified application that supports the end to end sales performance life cycle; automating processes for the Offices of Sales, HR and Finance.
THE GOAL: DECREASE THE AMOUNT OF TIME SPENT ON SALESFORCE DATA ENTRY AND INCREASE THE NUMBER AND THE QUALITY OF UPDATES IN SALESFORCE CRM
Obero sales cycle relies on timely detailed and technical communication between engineers and sales managers. Salesforce CRM serves as a center point and storage for these critical interactions. The data entry process has been manual and took, on average, 5-8 hours a week from each person involved in the sales. Nonetheless, not all of the critical data would end up in Salesforce in time.
They wanted to take a structured test and control approach so they could clearly measure the impact of the Grace solution. They were a natural fit to test Grace to enhance the quality and timeliness of the CRM updates while decreasing the amount of time spent on the Salesforce data entry.
TEST AND CONTROL APPROACH
To assure an adequate test, the Salesforce users were split into two groups, one with Grace and one without. There was also a two-month’s worth of historical data to benchmark against. The benchmark ran for full three months. The objective was to determine if Grace users would outperform the users who were managing the CRM data entry manually across such parameters as quantity of updates, quality of updates, and timeliness of updates. Slight adjustments were made to Grace’s data capturing algorithm bi-weekly, with insights gleaned from Obero’s reports.
GRACE 1, MANUAL DATA ENTRY 0
Integrating with Grace takes less than 1 minute. Grace updates Salesforce in real-time, with automatic adjustments based on users’ actions. Grace provides a complete log of all updates it has made to Salesforce; any update can be edited or declined at any time without fear of jeopardizing the rest of the data. Grace runs in the background and can be stopped at any time.