Skuid and Salesforce Development
Smiths Interconnect is a leading provider of technically differentiated electronic components, subsystems, microwave and radio frequency products that connect, protect and control critical applications in the commercial aviation, defense, space, medical, rail, semiconductor test, wireless telecommunications, and industrial markets.
Salesforce Products
AppExchange
Salesforce Platform
Specializations
Partner Community – Channel Sales
Sales Process
Sales Productivity
Sales Operations
CHALLENGES
Smiths Interconnect is a manufacturing firm with three sites. All sites utilize price lists but have the need to deviate from said “static” list at times to include custom pricing and custom products in a proposal. The users must be able to manipulate the item description as well as price on individual quotes. Smiths Interconnect needs to be able to create quotes and proposals in a professional deliverable format across all three sites. The opportunity value will need to be able to be spread out for booking forecast as well as revenue/shipment forecast. Once the PO is received the appropriate item line & opportunity fields need to be able to be pushed into Oracle for booking. Additionally, cross-department collaboration and task management accountability need to be managed through a single portal (Salesforce community) so users can collaborate on assigned tasks and ensure quotes are not delayed. Products quoted and manufactured are dynamic and complex, requiring input from several departments. Multiple operational sites make cross-department collaboration difficult.
SOLUTIONS
Rosetree Solutions utilized Skuid to develop a custom interface including a robust product search and selection screen, volume based pricing, inline editable quote line, the ability to see a Product’s pricing history, among other features. The solution included the ability to add quantity ranges, delivery details, and stored discounts. Standard approval processes are triggered by different attributes of the Quote. Users are able to dynamically choose terms and conditions to be displayed on the output document. The output document is powered by a new Conga implementation were there are three templates that are launched by a custom button from the Quote record. The templates include styling, merge fields, and custom tables to present a professional document to the customer.
Custom Apex development was used to look at booking and revenue forecast from Opportunity inputs which outputs real-time reportable metrics for the executive teams.
Rosetree Solutions implemented a Partner Community for internal resources who need access to new custom objects to manage their inputs for their department on products and submitting for approvals to direct supervisors. The community utilizes chatter and a smattering of notifications and alerts to be used as the primary communication tool across the many departments. The solution included the ability to see the progress of a new contract at a high level for managers.
RESULTS
The Smiths interconnect team is now able to collaborate and communicate on one platform from the genesis of an opportunity to the delivery of the contract. Professional and accurate quotes can be constructed and generated for the customer all within Salesforce. Forecasting metrics are available in real-time for executive discussion for revenue and booking.