MAB Corporation: When Salesforce Needs a Fresh Approach
If you’ve been with Salesforce for as long as MAB Corporation, sometimes your Salesforce org can start to take on a life of its own. What do you do: tame it or start over?
After so many years in the Salesforce ecosystem, MAB had seen staff come and go and worked with several different partners. Somewhere in that journey, their Salesforce org stopped delivering the value they had expected it would. Years of varying recommendations and configurations had been built up on top of each other, leaving MAB’s Salesforce org needing a rethink.
When MAB’s Salesforce org was transitioned to Lightning Experience some years ago, several problems came out of the woodworks. Their automations and processes managed in Salesforce had become inefficient and outdated, no longer improving the processes and areas that had become most important to their operation as a business. As a result, their user experience had begun to lag, and their team became increasingly frustrated, losing faith in their Salesforce platform.
The Brief
When we were engaged, MAB was assessing what their next move should be—start fresh with Salesforce, fix up their existing org, or turn to another solution altogether. Their first requirement was conducting a health check on their existing org to help them make the right next step.
As a Salesforce Partner, our hope was to reignite MAB’s Salesforce vision and set them back on the right path. To do that, we needed to first revive their confidence in Salesforce’s capability. Then we needed to reconfigure their Salesforce org to meet their needs and improve their overall experience. They needed something that could keep up with their business’ evolution, diversity, and growth.
Our Approach
Kicking off the project with a health check of MAB’s overall Salesforce org, we were confident it could be remediated, without needing to start from scratch. Some existing aspects worked well but were clouded by layer upon layer of conflicting automation and data resulting from years of different partners and admin. After multiple band-aid fixes over their years of using Salesforce, it was time for us to help MAB fix up their org once and for all.
As a Salesforce Partner, it is important to develop a strong relationship with the MAB team to gain a deep understanding of their requirements and the culture of their team to develop a solution best suited to their business. Following several discovery sessions of MAB’s current org and desired outcomes, we proposed a set of strategic, long- and short-term recommendations to get MAB back on track. Once MAB’s Salesforce foundations had been restored, this set a reliable basis for further improvements now and well into the future.
The Result
It’s been some years since we worked with MAB on resetting their Salesforce platform, and we continue to work together on their continuous improvement to this day.
Originally just used by their finance team, the reach of their Salesforce platform now extends to their opportunity pipeline and deal management processes. MAB now uses Sales Cloud to effectively track active land opportunities and the deals being placed on those plots of land.
Existing and new capabilities have advanced significantly, providing much more powerful and valuable automation of their processes and increased data integrity. With Salesforce, MAB can now manage the entire process from a customer enquiry to closing the deal, including tracking associated incentives and upgrades, pricing and issuing contracts, and managing payments.
Marketing Cloud also helps MAB nurture and convert leads, creating powerful customer journeys to increase engagement and tracking marketing milestones to ensure the team is always on the right track.
MAB’s reporting has improved significantly, with more reliable and organised data analysing their performance as a business. Interactive dashboards provide key decision-makers with all the information they need on the performance across various teams, locations, and product offerings when they need it, and provide valuable information to encourage internal buy-in for future projects. The MAB team’s hard work really comes to fruition with effective reporting capabilities, making their efforts measurable and allowing them to see and share their performance across the business.
With a new and improved Salesforce instance, MAB can now be confident in their org to deliver value now and well into the future.
The relationship with the VISEO team was well-established and comfortable from the beginning. They listened to understand our needs before making assumptions on how we should proceed, and that was key to delivering a successful project.