Clarifying business priorities by implementing Salesforce

Challenge

Global teams and local offices used different systems for their contact management, project management and professional services needs. Because of the country specific data and privacy laws, the data and information is isolated. Due to manual data entry and lack of integration with back office systems is the adaption of the existing CRM solution low. Manual processes are leading to unproductive time of sales team to manage leads, opportunities and relationships. Because of these developments the customer engagement was lacking and disconnected from the business values.

Solution

PwC partnered with Introhive to co-create strategic priorities, aligned with senior leadership on the focus for the digital strategy and developed a proprietary capability reference model.

We leveraged these learnings to develop and deploy relationship intelligence and a global CRM automation platform up to 60,000 professionals. In addition, we designed a solution that automatically tracked, updated, and scored the company's relationships, while automating the creation of leads and contact records to Salesforce.

Results

Together with the customer we clarified the priorities of the business, alignment of the leadership team on the need for change and a time-bound plan for enhancing the digital ecosystem. Ten million relationships have been identified, scored and mapped in Salesforce. We also identified 25% globally identified leads and reduced up to 7-8 hours per week of manual data entry and tracking.