Creative Foam, a producing firm established in Michigan over 50 years in the past, has grown into an business powerhouse. At present, the corporate has twelve services throughout the US and Mexico, one of many largest tiers and OEMs within the automotive business. The corporate has now prolonged its operations into different sectors, with 20% at present centered on healthcare.
Nevertheless, success doesn’t assure a challenge-free journey. Regardless of its accelerated development, Inventive Foam has encountered a collection of challenges which have compelled them to re-evaluate the way it carries out operations.
Harder Market Poses New Challenges
Regardless of its speedy development and growth, Inventive Foam confronted new challenges as the corporate skilled manufacturing halt, provide chain disruptions, and hovering materials prices, forcing it to deal with cost-effective, strategic selections and pricing to beat the challenges. Nevertheless, the corporate quickly realized that it may now not operate in extremely aggressive, harder markets working on Excel spreadsheets. With 11 account managers, every with their very own spreadsheet system, knowledge was more difficult to handle, and buyer insights have been harder.
Inventive Foam’s spreadsheet system posed a collection of challenges:
- Information enter
- Model management
- Lacking data
- Information accuracy
- Information consistency
- Information historical past
“We didn’t have a fantastic construction for measuring and monitoring pipeline in real-time and wanted a brand new method to improve the monitoring of superior KPIs and push our enterprise ahead.”
– DOUGLAS S., VP of Gross sales, Inventive Foam
From Excel Spreadsheets to Strong Gross sales Automation Software program
As the corporate seemed into options to beat its stable knowledge and fragmented operations, it rigorously assessed the options’ prospected means to supply glorious visibility into its operations and a extra granular understanding of every of its prospects.
After rigorously contemplating a collection of distributors, Inventive Foam chosen SugarCRM’s gross sales automation answer, Sugar Sell. The rationale behind the choice was its potential to be custom-made to the corporate’s wants and processes with out over-complicating something.
“A few of the different well-known distributors supplied far more than we wanted. What struck us from the beginning was how tailor-made Sugar’s method was. We may inform they actually listened to our wants and understood us as a enterprise. And it was absolutely customizable.”
— JAMES M., Advertising and Gross sales Analytics Supervisor, Inventive Foam
Cross-Organizational Transformation
Gross sales transformation could be difficult at an organizational degree, so Inventive Foam first did a tender rollout of Sugar Promote earlier than the brand new fiscal yr. Throughout this era, the gross sales staff grew to become aware of the answer whereas defining metrics and KPIs. Shortly, Inventive Foam efficiently gross sales staff reworked their course of and the way they dealt with buyer knowledge. As a result of Sugar Promote’s ease of use and adaptability, the gross sales staff at Inventive Foam now boasts 100% adoption of the Sugar platform.
At an organizational degree, Inventive Foam observed improved accountability and inner communication throughout the staff. With knowledge out there each of their ERP and Sugar, different departments even have higher visibility into firm insights and processes.
“Now, we are able to have a look at actual knowledge and quantify what we imply. We will put it by way of {dollars}, alternatives, and time. We’re dealing in details. This has been vital as a communication instrument for us as a result of it simply suits into our course of.”
— JAMES M., Advertising and Gross sales Analytics Supervisor, Inventive Foam
Entry to Extra Granular Information, Accelerated Progress
Sugar and Sugar Promote gave the corporate extra granular knowledge and a correct historic view. Now, the staff can observe and analyze knowledge earlier than committing to creating selections. This means is predicted throughout all the group. Supplies designed for patrons and the corporate’s positioning at the moment are based mostly on detailed and correct knowledge.
Moreover Sugar Sells’ reporting talents, Inventive Foam now has entry to actionable insights that can be utilized for higher positioning in a dynamic and evolving market.
“We had a great feeling about the place we have been positioned however wanted the power to quantify it with knowledge. Since implementing Sugar, we’ve seen that now we have nearly no drop in greenback content material from EV to inner combustion and in some circumstances, now we have a better greenback content material.”
— JAMES M., Advertising and Gross sales Analytics Supervisor, Inventive Foam
After Sugar’s full deployment and adoption, Inventive Foam skilled a exceptional 42% development in its pipeline within the first yr post-implementation. In the identical timeframe, the tiered enterprise expanded by over 40%, offering useful insights into the corporate’s market positioning and development.
Unstoppable Forces In a Aggressive Market With SugarCRM
After implementing Sugar, Inventive Foam strives to take care of an progressive method to its operations and leverage knowledge and gross sales automation as a lot as attainable. Sugar additionally permits the corporate to safe a robust market place via high quality merchandise.
Curious to study extra about what the appropriate gross sales automation answer can do to your manufacturing enterprise? Take heed to our newest episode of the Gas Progress Poscast: Driving Sales in Manufacturing with Paul Black, sales-i.