Gates Corporation Blueprint

"Were confident that with Bluewolfs guidance, we will discover new sales process enhancements over time, and we know that theyll keep supporting us and advising us on the most effective way to adapt Salesforce.
Karl Moritz Senior Vice President, Global End-Market Strategy
people

The Agile Enterprise

the story
Gates Corporation, a diversified industrial business needed to automate and track a complex sales cycle across its entire global operations. The company also needed to generate metrics on customer interactions to give senior management a 360-degree view on the status of leads and proposals. By partnering with Bluewolf, Gates gained these capabilities along with the ability to customize processes for five global regions. The company is now more efficient at managing and following up on leads, and has accelerated their account-opening process. These competencies enable proposals to close more quickly and generate increased revenue.

process

technology

ve regions, one platform

North America South America Middle East Europe Asia

increase in ROI

challenge
With operations in 29 countries, Denver-based Gates Corporation is one of the worlds leading manufacturers of industrial and automotive products. Recently, the company needed to enhance its ability to automate and track a complex sales cycle across global operations. Since Gates could not efficiently generate metrics on customer interactions, the sales personnel could not easily view the status of leads. This deficiency delayed the time it took to close many deals. We needed a CRM system that would allow us to establish worldwide standards, but which also featured the ability to customize processes for each region, said Karl Moritz, Senior Vice President for Gates Corporation. This was particularly challenging with offices in several continents. Cultures and processes vary widely.

strategy
To take on this challenge, Gates Corporation decided to deploy the Salesforce CRM solution, which offers flexibility to adapt to particular sales processes. In addition to providing a CRM platform that supports global operations, Salesforce also offers features that can be tailored for specific industries, such as manufacturing. For help in deploying Salesforce, Gates turned to Bluewolf. Using the tested Bluewolf Blueprint approach, which helps businesses gain a clear vision of implementation requirements, time lines, and project costs, Bluewolf helped Gates determine it was best to deploy Salesforce CRM in one

We can view market share for any given product, and we can track product tests. It almost goes without saying that the Gates senior leadership team has embraced the reporting capabilities of salesforce.com and is eager to continue to use it as a regular tool for navigating our commercial sales interests.
Karl Moritz Senior Vice President Global End-Market Strategy

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region at a time, and that each region would need to have customized processes that matched local sales requirements. A global implementation like ours is complex, Moritz continues. The European region itself has five localized languages, as well as needs specific to our business that includes sales processing, customer interaction tracking, and sales forecast analysis. Bluewolfs expertise and the Blueprint approach, combined with salesforce.com, met our requirements with enough flexibility to adapt to the local needs of each region. To ensure the success of the roll-out, Bluewolf deployed pilot tests within each region before bringing the entire region online. In addition to customizing Salesforce for the needs of each region, Bluewolf also transferred all of the data from the previous CRM solution used by Gates and coordinated on-site, end-user training localized for each country. The first region in which Bluewolf rolled out the Salesforce CRM solution was North America, followed by the Middle East. In each region, Bluewolf designed the system to match local requirements. In some cases, regions tested two configurations and then decided on the most useful for their business model. Bluewolf then gave all users access to the configuration. To ensure the on-going success of the Salesforce CRM deployment, Gates is also taking advantage of Bluewolf Beyond Managed IT Services. As a subscription program, the service monitors Salesforce CRM to make sure it performs at optimal levels for Gates and adapts to the changing needs of each regional sales team.

From the very beginning, Bluewolf was extremely helpful with the implementation and

I would not hesitate to our field of business.

according to our requirements. recommend them to others in

Karl Moritz Senior Vice President Global End-Market Strategy

helping us define our processes

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about us > Bluewolf is your guide on the journey to enterprise agility. We partner with clients to sync business and IT to create a new level of business responsiveness. From cloud enabled customer life cycle innovation, to IT staffing, to agile managed services, Bluewolf knows how to get your business to the next level of innovation. Our clients include Time Warner Cable, GlaxoSmithKline, ADP, Dow Jones & Company, United Way, Chevron and more.

results
Bluewolf and Salesforce helped Gates improve its efficiency at managing and following up on leads, which led to the ability to close proposals more quickly and generate increased revenue. Bluewolfs ability to adapt Salesforce to match our needs was critical in achieving these goals, Moritz said. In addition to planning and implementing, Bluewolf helped us with translating the processes across each regions culture. Another new process Bluewolf added is the ability to allow managers to see how well sales reps pursue leads. This capability enabled Gates to create a follow-up incentive program, and since that time, the effectiveness of prospect follow-ups has improved greatly. Gates leadership has recognized the value of this Salesforce CRM solution to the extent that the team has re-purposed the global, internal, and professional sales training program to not only include CRM, but position Salesforce CRM as the centerpiece of the sales reporting strategy. Moritz emphasizes that Bluewolfs effectiveness comes from its ability to provide continuous improvements: Were confident that with Bluewolfs guidance, we will discover new sales process enhancements over time, and we know that theyll keep supporting us and advising us on the most effective way to adapt Salesforce. He continues, We view this Salesforce CRM solution as the foundational element of our plans to systematically deploy other customer information portals in the near future.

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www.bluewolf.com

contact bluewolf

1-866-455-WOLF | +44 (0) 118 937 1059