Quoting application, data migration, and Pardot implementation
Sterling Fabrication Technology is a fabrication machine supplier, providing the latest cutting-edge machine tool technologies to manufacturers across the Southwest US region.
Salesforce Products
Specializations
Sales Operations
Sales Process
Sales Productivity
CHALLENGES
Sterling Fabrication sells large machine tools, usually custom manufactured with a variety of optional accessories to best fit the manufacturing process of the customer. When attempting to close a sale, Sterling representatives put together complex quote options different machines and feature sets, and the appropriate discounts. However, this was a time consuming process, and any miscalculations or accidental discounts could prove especially costly for Sterling due to the precise and expensive nature of the machine tools. Thus, Sterling was seeking out a new CRM system with cloud-based capabilities that could make this process both quicker, more accurate, and mobile.
SOLUTIONS
Rosetree Solutions migrated Sterling’s data to Salesforce and began custom feature development to fit Sterling’s business process. At the center of this was a custom quoting tool developed with the Skuid app, providing a simple way for salespeople to put together quotes with all proper options and discount. A selection of machine and option comparisons can then be easily exported in a styled PDF along with relevant details about the company and technical specs of the machines.
The process rolls straight into project and task management so the team always knows the status of the machine’s they’ve sold and their progress to installation.
A Pardot implementation was also set up so that Sterling can reach out to clients with promotional materials and invitations about tours.
RESULTS
The quoting application that Rosetree configured for Sterling Fab Tech has made the sales process a much more efficient process. Instead of referencing disparate software systems and putting together quotes in a spreadsheet template, Salesforce is the single destination to put together a professional presentation for potential clients with accurate information and options for their machine tool needs. Combined with Pardot emails for marketing communication and lead scoring, Salesforce’s cloud technology has provided Sterling Fabrication Technology with a way to professionally present their expertise and value to customers from anywhere.