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Case Study

A communications software company increases revenue by empowering its partners through Salesforce Community solution

About

A US-based leading cloud software provider of enterprise unified communications and collaboration solutions.

Information on Applications Managed:
  1. Salesforce Partner Community Cloud
  2. Sales Cloud
  3. Service Cloud
  4. Performance Edition – 3900+ Salesforce users

Challenges & Goals

The company was looking to implement the Salesforce Partners Community solution to give a separate interface and access to Salesforce data for their partners to manage, track and forecast partner sales alongside the direct sales in Salesforce org. The company was finding it challenging and time-consuming to manually track and update partner deals and quotes in Salesforce. The company was not getting the level of expertise needed from their existing Salesforce vendor to build a solution to empower partners to manage the entire sales cycle, including product selection, pricing, and quote generation.

Our Solution

The company brought Lister on board as their managed service provider to assist with the project and on-going management of Salesforce CRM.

Lister’s Salesforce certified team completed the Partner Community project in two phases.

Phase 1

  • A UI/UX rich portal was built on the Salesforce Partner Community that enabled 1000+ partners to sell customer’s products. It included a custom sales pipeline, opportunity management, and CPQ functionality with complex workflows and tight data access controls based on the user access/level. Initially, this was released to the partners in North America to sell the client’s products.

Phase 2

  • Based on the results achieved as a part of the phase 1 product launch, we rolled out a Salesforce Partner Community solution for partners in multiple countries (with multiple currencies) to sell customer’s products.

Outcome

  • The Salesforce Partner Community was launched in less than 12 weeks in phase 1 which was a record time for such projects with a high level of complexity.
  • Time to market for subsequent partner community portals shrunk to two weeks for the phase 2 rollout.
  • A significant jump in revenue experienced by the client as partners were completely empowered to leverage the portal to generate quotes and shrink timelines to send quotes dramatically.

“Lister did a great job in launching Partner Community project that was complex to rollout to thousands of partner communities which led to a spike in our revenue pipeline. Lister team has the best technical talents who understand our business requirements well and come up with innovative, scalable design solutions to ensure the highest level of quality is met during rollout. Looking forward to working with them in future projects!”

AVP, Business Applications

Client Speak

Client Speak

“Lister did a great job in launching Partner Community project that was complex to rollout to thousands of partner communities which led to a spike in our revenue pipeline. Lister team has the best technical talents who understand our business requirements well and come up with innovative, scalable design solutions to ensure the highest level of quality is met during rollout. Looking forward to working with them in future projects!”

AVP, Business Applications

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