迅猛增长的公司在扩张过程中需要做出许多关键决策. They must adapt their processes and technology to respond to market conditions and must make strategic choices that will help them gain a competitive advantage. 然而, high-growth companies often have limited bandwidth to hire experts in every function of their business outside of their core focus. Successful companies understand that gaining capabilities quickly and effectively in the areas that support their core business can help them execute toward their goals.
Kymeta is a fast-growing technology company that develops mobile antennas that provide satellite and cellular connectivity, 以及服务和数字工具,以满足对全球无处不在的高带宽连接日益增长的需求.
该公司成立于2012年,并于2017年开始将产品推向vwin娱乐场官方. Kymeta purchased Salesforce as an initiative led by the sales team with the intention of developing an overarching sales road map. 而该公司在内部实施该平台, stakeholders eventually understood they could gain better user adoption and utilize more functionality by working with an experienced external advisor.
优化Salesforce环境
Kymeta’s relationship with RSM started with projects on a tactical basis—Kymeta contacted RSM when an issue or potential Salesforce project arose. 然而, 随着时间的推移,这种关系随着RSM的发展而变得更加全面, 值得信赖的Salesforce公司顾问.
最初, Kymeta引入RSM是为了改进Sales Cloud的实施,并将最佳实践引入其中, 但此后又增加了几款Salesforce云产品来增强分析能力, 提高效率,支持业务增长.
“我总是把我们与RSM的关系描述为你(作为商业领袖)一直想要的——真正的合作伙伴,艾丽莎·加西亚说, Kymeta销售运营高级总监. “RSM并不是一个我必须真正努力管理以确保他们交付规范的供应商. RSM团队不断超越.”
产品配置和报价管理
Kymeta sells very flexible satellite/cellular terminals with customizations for hundreds of different applications and connectivity plans. 作为提供可选服务和连接产品的硬件制造商, Kymeta needed a way to track hardware demand forecasts for its factory and supply chain as well as to issue complex quotes. RSM推荐Salesforce CPQ提供更强大的销售报价流程和功能. Kymeta同意, leading to the development of a “wizard” format that allows for the capture of all required features in a quoted configuration based on a customer’s needs.
进一步, Kymeta最初使用的是开箱即用的报价功能, 但对于基于产品或配置的复杂报价,需要附加条款, 包含技术产品信息和报价, 以及内部业务单位(军用和民用)的多个模板. 来满足这些需求, RSM利用CPQ来创建各种报价模板, as well as a process for integration of necessary technical information and the automatic addition of documents based on selected products.
“RSM是我们的救星,”加西亚说. “自从我们实施CPQ,我们可能已经改变了我们的产品目录,选项,规则等.一百万次. 但他们了解Kymeta的环境, 他们可以很有帮助地告诉我们应该做什么和最佳做法, 考虑到我们已经部署的所有其他东西,找出解决方案.”
产品生命周期和价格账簿管理
Kymeta也明白需要加强产品生命周期和价格账簿管理. 随着公司的发展, 信息保存在不同的系统中,没有变更控制或历史记录跟踪. 频繁的产品和价格变化需要手动电子邮件审批流程. 在与Kymeta团队会面之后, RSM将产品和定价的所有信息和处理带入Salesforce, 创建一个灵活的平台,可以容纳多个团队成员的连续更改.
合同生成
由于其渠道模式结构,Kymeta在全球范围内与众多经销商合作. 对于Kymeta来说,生成合同是一个耗时的过程, 使用手动创建的文档和多种格式, 没有适当的定义格式. Kymeta researched contract management software and requested RSM’s assistance with implementing Conga Contracts and Conga Sign. RSM在Salesforce中配置应用程序, 为各种类型的合同提供一致的模板, 定义了用于维护和创建附加模板的流程, 电子签名功能的效率提高了交易时间.