Retail electricity supplier increased deals closed won by 70% after upgrading to Salesforce CRM

Our client, a leading retail electricity supplier, used a dated CRM (customer relationship management) tool for years. They came to a point where they recognized they should improve their internal sales processes which were managed in this CRM system. They did also recognise though, that to migrate to a new, more robust CRM system, it would require a skilled team, and they didn’t have the resources to do this in-house. So they reached out to us.

Retail electricity supplier increased deals closed won by 70% after upgrading to Salesforce CRM

The Challenge

To complete a successful migration, duplicate records and dispersed data had to be taken into consideration. In addition, our client had difficulty finding out the correct lead source. This was due to a vast number of duplicate records, hindering the sales process entirely. Moving leads through the sales cycle efficiently was proving difficult, as was keeping sales data accurate and up to date. 

How It Was Solved

We addressed our client’s needs by taking three vital steps. First, we migrated 4 years worth of data over to Salesforce. The need for a more robust CRM was shared across teams from all office locations, as they all quickly adopted the new Salesforce CRM. Secondly, we identified and iteratively rectified duplicate records by developing an algorithm which merged those records accordingly with each pass. And finally, we solved the attribution issue by assigning the correct deal status and source automatically. 

The Results

Aside from solving problems related to attribution and unreliable data, our client increased sales productivity and improved partner relationships. The success of the migration can be measured by:

  • a 100% user adoption rate of the updated Salesforce CRM, and
  • an increase in deals closed/won rate by 70%