ROTATING RIGHT: Customer Success Story

February 26th, 2012 by

Company
 Rotating Right specializes in the Sales, Application and Service of Surface Pumping Systems, Subsurface Artificial Lift Pumping Systems, Engines, Generators and Electric Motors. Rotating Right has over 175 years of general oilfield experience.
 Rotating Right offers a complete line of new & reconditioned surface pumps, repair parts & expendables, engines, generators and artificial lift products & equipment.

Challenge
 Rotating Right used an Access database to track all customer quotes and the database was no longer supported; as a result is would crash on a frequent basis and did not perform when sales reps connected from remote locations.
 Inside Sales and Outside Sales did not have an effective communications tool to collaborate on sales opportunities.
 Rotating Right sales cycles are very complex and involve Energy Producers, Engineering Companies, Manufactures and Rotating Right. The Access database and email system did not allow Rotating Right to manage the complex selling environment.

Solution
 Rotating Right implemented SalesForce SalesCloud, SalesForce Mobile and Chatter.

SalesCloud
 We worked with Rotating Right to build a master database to be used within the CRM that included Oil Produces, Engineering Companies, Consultants and Partners. We added industry description, revenue and employee count to the majority of the account records to help with the market planning process and reporting.
 We moved all the historical quote records from the Access database to SalesForce.com SalesCloud providing detailed history for all customers.
 We built a simple user interface for accounts, contacts and opportunities, using the existing access database to model the UI for opportunities resulting in 100% adoption.

SalesForce Mobile
 Enabled the entire sales team with SalesForce Mobile for their phones and iPads allowing them to reference and update accounts and opportunities when they are out of the office.

Chatter
 Enabled the entire organization with SalesForce.com Chatter allowing them to collaborate on customer opportunities, competitive intelligence and customer service.

Results
 Replacement of an Access database to track customer quotes.
 Master database that allows them to manage complex sales cycles.
 Mobile access to the CRM system.
 Collaboration on Accounts, Contacts and Opportunities between Inside Sales, Out Side Sales and Operations.

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