Elkay Interior Systems (EIS) is a world-class interior design firm that for over 40 years has consulted, designed, built and installed commercial interiors for clients on a global scale. From solution concept to completion, EIS’s mission is to simplify the complicated by helping Restaurant, Retail, Education and Hospitality organizations tailor their interior spaces to meet unique business objectives.
THE CHALLENGE: PROCESS INCONSISTENCIES LIMITED SCALABILITY
EIS’s rapid growth into global markets was hindered due to business process inefficiencies like:
Unstandardized cross-business unit sales operations
Zero documentation about how to universally define a lead.
Uncustomized KPIs, like lead generation time, that inhibited formal employee development and training.
Disjointed legacy systems that lacked an integrated, two-way data flow.
Executive Team and middle management were unable to review and take action on pipeline dashboard reporting due to limited visibility.
The EIS Operations Team struggled to recognize a way to articulate and translate their scaling business requirements into their Salesforce org.
THE SOLUTION: SALESFORCE ROADMAP FOR ONBOARDING PROGRAM
In order to meet the demands of their rapid international market expansion, EIS partnered with Canpango in multiple discovery sessions to evaluate the state of their business operations and design a Salesforce implementation guide that:
Clearly illustrates the ideal operational state of a business unit post-merger and post-acquisition.
Standardizes and aligns sales processes to maximize new business unit onboarding efficiency across the world.
Provides direction and transparency into what business units required priority onboarding.
Outlines business unit onboarding timelines.
Yields individual and combined business unit reporting through custom-built dashboard.
Streamlines security system feedback offered by the below pre-existing business units:
EIS – Latin America
EIS – Asia
Commercial Systems (enterprise-level clients)
THE RESULTS: MORE LUCRATIVE EXPANSION EFFORTS
Through detailed Salesforce documentation paired with a comprehensive Salesforce demo targeting end-solution modeling, EIS Operations Team members are now able to reconfigure their Salesforce org that:
Models a universal, optimized onboarding program design.
Easily replicates and scales business unit onboarding program more productively and with a faster speed-to-market.
Allows leads to be accurately qualified and opportunities to be tracked with greater consistency.
Enhances Sales Team and Operations Team Worker Experience (WX) through refined, regulated workflows.