Trailblazer Spotlight: FlashParking

TRAILBLAZER

SPOTLIGHT

Rosetree Solutions customers driving meaningful change in their organizations

Austin, TX

We are pleased to have Julie Maynard, Marketing Operations Manager at FlashParking, provide us a look into how the power of Salesforce can be leveraged by any organization, even in a niche industry with deep complexity and unique business problems.

“Rosetree’s curiosity probed many intricacies in the challenges our industry faces and they gained a deeper understanding of our opportunities as a result”

What initially led you to Salesforce?

FlashParking implemented Salesforce in early 2017 as our sales team expanded and our suite of product offerings became more diverse and complex. Like many growing companies, FlashParking selected the tool because it is an established industry standard. When our company launched into high growth mode, we needed to evolve Salesforce to become our enterprise-wide CRM platform for the entire customer journey. 

 

As you led this initiative, how helpful was having an implementation partner?

FlashParking implemented CPQ prior to Rosetree being engaged. Early in 2020, we determined that we needed to re-focus on our customer experience, specifically quotes and invoices. Our Salesforce Account Executive recommended Rosetree Solutions to assist in resetting our CPQ. Having an implementation partner enabled us to quickly assess how our implementation strategy aligned with our goals. So instead of evolving CPQ, we are completely starting over. FlashParking has experienced parking and Salesforce resources, but having access to Rosetree’s Salesforce expertise and daily guidance on best practices has been very helpful as we re-align our data structures and improve processes.

 

Describe your experience with Rosetree Solutions.

Rosetree Solutions listens. They have been quite thorough in the discovery exercises and quickly gained an appreciation for the uniqueness of the parking industry. The parking industry can draw blank stares from outsiders as they question the viability and importance of industry norms, but once you become immersed in parking, exploring the nuances of the industry is enthralling. Rosetree’s curiosity probed many intricacies in the challenges our industry faces and they gained a deeper understanding of our opportunities as a result. They have expertise in CPQ – our primary area of improvement – but they are also helping us understand how many inputs and outputs are affected that also need to be addressed and resolved to get the most from CPQ and Salesforce.

“Salesforce provides an effective out-of-the-box solution, but also the flexibility to customize that solution to support the nuances of a specific industry.”

How has using Salesforce impacted your career?

Personally, I have utilized Salesforce within eight companies across multiple industries. I have only recently pursued my first certification. The Salesforce ecosystem is expanding rapidly. Salesforce is obviously committed to training and education with many offerings in many formats. I plan to pursue two more certifications this year.

 

How has your department or organization changed since starting with Salesforce?

While realigning our data structures, my department is now hyper-focused on our customers and continually monitors metrics to ensure we are adapting to support them. We are developing an infrastructure that will support our efforts to partner with our customers not only to grow our business but also to promote transparency with our customers. This is even more critical in our current environment.

 

How does Salesforce support your digital transformation goals and objectives?

Salesforce provides an effective out-of-the-box solution, but also the flexibility to customize that solution to support the nuances of a specific industry. This flexibility has led to a unique data structure, the basis of process and documentation which is crucial to FlashParking’s digital transformation to date and plan for the future.

 

What message do you have for other business leaders who are considering starting with Salesforce?

Salesforce is an investment in your business’s future. It’s not something to commit to only halfway. Seek out seasoned professionals as part of your organization and/or as consultants to guide your journey.

FlashParking is changing the way people interface with their cities and building the connected city of the future for their customers. flashparking.com

Trailblazer Spotlight: Amanda Haws of ToxStrategies

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SPOTLIGHT

Rosetree Solutions customers driving meaningful change in their organizations

AMANDA HAWS

Marketing Analyst
Houston, TX

“We wanted our system up and running fast, so having experts on our side right away was great.”

What led ToxStrategies to move into Salesforce?

As the company grew, it had become more difficult for top level executives to see what was going on in the company. There was no centralized place to look. Viewing and updating spreadsheets isn’t exactly user-friendly. We wanted to see everything in one place, including the sales cycle and progression for opportunities and leads.

Salesforce has allowed us to get that visibility. It has been helpful for our different business groups to see each others’ leads, opportunities, and proposals. There may be a connection that we didn’t see at first – someone here may know someone at the client company, or have useful insight from relevant experience.

As you lead Salesforce initiatives, how helpful is it to have a consulting partner like Rosetree Solutions?

Super super helpful. We wanted our system up and running fast, so having experts on our side right away was great. They are so fast at figuring out the best way to approach a problem and configure a solution. I can present them an issue and say “I’m not sure about the best way to approach this.” They will respond with my available options immediately. They always help walking me through things and teaching me how do it so can manage it in the future.

How has working with Salesforce impacted your career and job role?

Salesforce has been mine to manage, because I’m the only one at our company who has used it before. It has been a really good learning opportunity and it has made me see the value of Salesforce even more. I didn’t think I would like getting into back end data organization and configuration, but I’ve really enjoyed it.

I’m in charge of tracking our current Opportunities and Pending New projects. I regularly pull reports of those and send them to our marketing team as an internal communications newsletter. Before  we got Salesforce, I’d have to ask five different super-busy people for updates. It used to be difficult to pull information together, but now it’s easy to compile and share.

“It used to be difficult to pull information together, but now it’s easy to compile and share.”

How has your department or organization changed since starting with Salesforce?

The Outlook integration is great for identifying leads and getting to work on them right away. Our previous process could have had leads sitting around for a couple of weeks. Now we’re seeing data input more quickly.

How does Salesforce support your digital transformation goals and objectives?

First, Salesforce allows us to view and leverage past relationships with different departments or subsidiaries within one client or company. In our proposals, we list qualifications and relevant experience. It’s beneficial to say “I’ve actually worked with your company before.”

Second, we have a custom object configured that allows us to access prior assessments we’ve completed. This allows us to do future work more efficiently.  Basically, we are taking information and learnings that may be useful for a future project, and giving them a place to be recalled when needed.

What message do you have for other business leaders who are considering starting with Salesforce?

Don’t be scared off by Salesforce’s learning curve. It can look intimidating, but when someone needs help I just hop on screen share with them. Their question is usually answered quickly by walking through it. When teaching people, I do screen-records to send it to them, or I’ll write them instructions. People are intimidated by the system because of its size and the number of things you can click into, but there are several ways to teach people how to adapt to a new system. You just have to take that first step and not look too far down the road.

AMANDA HAWS has a varied career background including marketing, corporate communications, recruiting, legal, and psychometry. She has a Bachelors Degree in Psychology from The University of Texas at Austin

TOXSTRATEGIES is a multidisciplinary scientific consulting firm that strives to develop innovative solutions to address scientific, technical, and regulatory challenges – toxstrategies.com

Trailblazer Spotlight: Tammy Cragg of ResMan

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SPOTLIGHT

Rosetree Solutions customers driving meaningful change in their organizations

TAMMY CRAGG

Sr. Salesforce Analyst / Administrator
Dallas, TX

“Having an expert on your side gives you confidence.”

How did you start working with Salesforce?

I got some experience with Salesforce working as a marketing coordinator at another company. When I joined ResMan, they found out I knew something about Salesforce so they made that my main focus. I decided to just dive in. When I first got started I thought I pretty much knew it all, but I quickly realized “Oh my gosh, there’s just so much that it can do.” So I started studying and decided I wanted to get certified. After a year at ResMan, I got my certification. As an admin there’s always more to learn with Salesforce.

As you lead Salesforce initiatives, how helpful is it to have a consulting partner like Rosetree Solutions?

Salesforce was implemented at ResMan before I joined. In its original form it had limited functionality and an overly-customized structure. When I signed on I worked with what we had, but it didn’t take long to see where we were being limited. A couple of years ago we decided to backtrack and build it out correctly. It would have been really hard to do that unless we had a solid consultant able to guide us.

Since partnering with Rosetree, things have gotten much better. We actually had another consultant before Rosetree – a small operation – helping us rework our org. We thought we could get by without the robust service of a firm like Rosetree, but now we see how critical it is to have a solid team behind you. I wish we had picked Rosetree initially. Their approach to project management really helps guide me through the entire process, and they don’t need me to do a lot of the legwork.

How has working with Salesforce impacted your career?

It has opened up a whole new world. I never imagined there were so many career paths available, even just as an admin. I could move into development, sales ops, etc. My struggle has been deciding which way I’d like to go. It’s great in uncertain times knowing that there’s a strong Salesforce community and that there is opportunity everywhere.

How has your department or organization changed since starting with Salesforce?

We initially started using Salesforce in a very different way. It was working at first for a specific use-case. But once we tried scaling into other products it fell apart. With Salesforce CPQ we’ve found the right tool for the job, and we are tracking to save time automating pricing tasks. We can avoid double-entry and redundant systems, and be sure we have the right information in one place.

How does Salesforce support your digital transformation goals and objectives?

It’s different for each department, but Salesforce is impacting how we operate across departments. For instance, we had some disconnects with our clients and weren’t able to track cases well. Trying to solve these customer support issues led us to Service Cloud. With sales, we’re finding great ways to handle quoting in Salesforce. We don’t need to work out of Excel.

What message do you have for other business leaders who are considering starting with Salesforce?

Start with a consultant. You need to think about the future and build for scalability. Having an admin on staff is great, but you can’t expect them to be an expert admin, developer, project manager, etc. – and have all of that experience wrapped up in one person. When you bring Salesforce into your organization, you don’t know what you don’t know. Having an expert on your side gives you confidence and can alleviate any concerns you have. If possible, also make sure you have an executive that gets it and understands the system at some level so they can be your champion. Decisions should respect the system’s structure and architecture to ensure it scales.

TAMMY CRAGG is a Certified Salesforce Administrator at ResMan. She has experience in marketing and sales operations.

ResMan® provides innovative technology solutions to the property management industry. – myresman.com

Trailblazer Spotlight: Nathan Storey of Storage Solutions

TRAILBLAZER

SPOTLIGHT

Rosetree Solutions customers driving meaningful change in their organizations

NATHAN STOREY

VP of Operations
Westfield, IN

“We’re bringing a new level of visibility to everything we’re working on.”

What initially led you to Salesforce?

Storage Solutions had recently adapted a culture of continuous improvement. I took on a project identified in our strategic plan called Tools for the Job. Looking at our current technology and possible options, we landed on implementing a CRM. Salesforce was one of three CRMs we vetted. We ultimately went with Salesforce because it has a solid CRM foundation while providing a canvas to modify and build off of – and eventually create one true central database for all of our business functions.

As you led this initiative, how helpful was having an implementation partner?

It was huge. I was the Storage Solutions expert creating the vision for what we needed, but I needed an expert in Salesforce. That’s where Rosetree was a great partner. We worked together to make sure they understood the “why”, so they could figure out the “how”.

Describe your experience with Rosetree Solutions.

It’s been very good – exactly what you want from a partnership. We have an open dialog and aren’t afraid to challenge each other, brainstorm, and figure out how to make good ideas even better.

How has using Salesforce impacted your career?

It has given me more responsibility, but I’ve enjoyed the challenge. It has been great as an ops guy to talk with people, see where their problems are, and then actually be able to create solutions. With all of these initiatives in Salesforce, our team has really bought into it. Everyone can see the ROI. That’s given me the confidence to keep going and find more use cases for Salesforce in our company.

How has your department or organization changed since starting with Salesforce?

We’ve focused most of our efforts so far on sales and how we get proposals to customers. But now we’re also getting into project management to track everyone’s workload. We’re bringing a new level of visibility to everything we’re working on.

How does Salesforce support your digital transformation goals and objectives?

For us, it’s all about combining processes wherever it makes sense. Rather than try to connect separate systems and processes, Salesforce allows us to bring everything together to reduce redundancies and increase visibility.

What message do you have for other business leaders who are considering starting with Salesforce?

Just do it. You don’t have to be great to start, you have to start to be great. Even though I spent a great deal of time researching various technology and CRMs before going with Salesforce, I still had no idea if it was going to work. You have to just believe in yourself and get started. Make sure you choose a good partner like Rosetree to help you connect where you are now to the vision you have for the future. You’ll come up with the plan as you go. Don’t wait until you have it all figured out. Just get going and don’t be afraid to meet challenges along the way.

NATHAN STOREY is an experienced VP of Operations in the warehousing industry. He holds Bachelors in Economics and Business from Wabash College.

STORAGE SOLUTIONS is the nation’s leading provider of industrial storage and material handling equipment. storage-solutions.com