Background
This Fortune 500 company is a leading supplier of semiconductor-based solutions. Headquartered in the American Southwest, the company produces a comprehensive range of intelligent power and sensing technologies. Each is designed to help engineers solve unique design challenges in the automotive, communications, computing, consumer, industrial, medical, aerospace, and defense application markets. With 22 manufacturing sites and 33,000 employees worldwide, they are dedicated to solving the most challenging customer problems.
The Challenge
In 2019, an area for innovation was identified within the Sales & Marketing team. Both sides were doing great work building relationships and generating leads; however, synergy across the two units was problematic at times due to a reliance on manual processes. The company desired a disciplined, repeatable process to prequalify and follow-up on leads. The company’s lead management tools, which included the use of email and spreadsheets, lacked automation, scalability, and traceability.
The Solution
They launched a pilot program with a two-phased approach: one, creating an Inside Sales team which would qualify leads and liaise between marketing and field sales, and two, selecting a software platform that would strengthen the marketing and sales ecosystem.
“We decided that Salesforce was best suited to help our Inside Sales team. We needed to find a vendor that could help us implement the new solution, as we didn’t have the skillset in-house to configure and develop the platform to our specifications,” said their Senior Director of Sales.
After a thorough search, the company partnered with Mastek’s Salesforce Business Unit, a leading Salesforce implementation and automation provider headquartered in Chandler, Arizona. “Mastek has a great reputation and came highly recommended,” added the Senior Director. “When we met with them, we were instantly impressed with their attitude and skill set. They understood the value of collaboration and partnership, and the importance of working together to find the best solutions for our organization.”
- Salesforce Public Sector Foundation with LPI and Omnistudio modules
- Community Site
- Progress DataDirect RDP middleware
- Chargent Gateway for payment integration
“With the help of Mastek, we have met and exceeded the initial revenue goals set forth by the team. Mastek leaned in all the way to help us launch our inside sales team and achieve our business objectives. We now have a solid foundation that we didn’t have before.”
With the help of Mastek, we have met and exceeded the initial revenue goals set forth by the team. Mastek leaned in all the way to help us launch our inside sales team and achieve our business objectives. We now have a solid foundation that we didn’t have before.
– Senior Director, Sales
Building a Business Case for Modern Technology
After completing the second phase, the company is currently in the process of building a business case to deploy Salesforce CRM enterprise-wide. By starting with a few pilot programs, they were able to increase revenue and productivity and establish a solid case for moving forward with more modern technology.
“Recently, our company underwent a significant transformation. Everyone acknowledges that the new capabilities are critical to support the growth that we want to achieve in the next few years,” explained a Senior Director.
“By working with Mastek’s Salesforce Business Unit, we were able to leverage their vast industry experience. They had a much wider view and perspective of the possibilities and helped us leverage Salesforce to our advantage,” concluded a Business Services Manager.