Herman Miller

Improved cross-divisional collaboration with custom-built sales dashboard allowing users to add/remove records from 4 categories of key sales data

Challenge: Sales Lacks Collaboration Across Product Lines

  • Growth through acquisition created numerous separately managed product lines
  • Limited communication between product teams hindered cross-sell opportunities
  • Low market share relative to competitors due to lack of product team collaboration
  • Legacy Lotus Notes application with extensive customization lacked ability to track and manage sales approvals

Solution: Salesforce Sales Cloud for 700+ Users - 5 Month Project

  • Implemented Sales Cloud for 700+ global sales and support staff across more than 9 business units in London, Japan, China, and India
  • Sales Cloud implementation leveraged Chatter with custom-built sales dashboard allowing users to add/remove records from 4 categories of key sales data
  • Compensation approvals tracked inside the sales tool with audit history and email approval
  • Established foundation for future phase Service Cloud and Partner Portal functionality to increase visibility into dealer channel

Results: Cross-divisional Collaboration Achieved with Sales Cloud

  • Approvals and audit history all contained within single system of record improves management reporting and approval efficiency
  • Communication across product lines enables cross-sell opportunities and improves customer experience
  • Increased collaboration improves sales opportunities and grows market share
Appirio