Project Description

About our Customer

The customer is an operator of sports and fitness centers across the United States. The company owns and operates state-of-the-art centers that offer a unique combination of athletic facility, sports programs, gyms, spas, and restaurants.

Key Salesforce Challenges

The company had been using Salesforce prior to engaging Korcomptenz, but the utilization rate was low, the installation was only configured for a single facility, and there were no roles, profiles, or workflows to support the various teams that interact with prospects and customers.

  • Limited usage of Salesforce within the organization and no support for various customer engagement teams

  • Lack of lead management, marketing campaign attribution, assignment process, or workflows

  • Out-of-date, incorrect, or duplicate data

  • No support for multiple facilities

Salesforce Configuration Sales Process Data Integrity Data Integration Visibility and Reporting DevOps
  • Limited roles and profiles
  • No support for multiple facilities
  • Insufficient data object customization and configuration
  • No lead assignment or workflow process integrated with business development activities
  • Old and outdated data with no maintenance and refresh plan

  • No data integration between other systems and sources

  • Limited dashboards, notifications, or activity tracking

  • No ability to surface relevant data for insights and decision-making

  • Limited usage of Sandbox and UAT environments

  • Limited usage of the Apex Framework

Salesforce Configuration
  • Limited roles and profiles
  • No support for multiple facilities
  • Insufficient data object customization and configuration
Sales Process
  • No lead assignment or workflow process integrated with business development activities
Data Integrity
  • Old and outdated data with no maintenance and refresh plan

Data Integration
  • No data integration between other systems and sources

Visibility and Reporting
  • Limited dashboards, notifications, or activity tracking

  • No ability to surface relevant data for insights and decision-making

DevOps
  • Limited usage of Sandbox and UAT environments

  • Limited usage of the Apex Framework

Korcomptenz’s Solution and Agile Approach

Korcomptenz was selected as the partner of choice and the organization’s partner of record with Salesforce because of our unique combination of:

  • Salesforce expertise and expertise

  • Agile approach to development and generating rapid results

  • Healthcare and related industry experience

  • Experience integrating disparate systems and managing data sets.

We collaborated with the customer to implement a rapid development model that would allow them start realizing real world improvements and results on a monthly basis. This model enabled them to roll out Salesforce to under utilized business units in an accelerated fashion while developing a foundation to support additional teams and facilities in the future.

Solutions – Immediate, Practical Benefits

The agile approach and rapid delivery model enabled the organization to realize benefits within one month of the initial engagement.

  • Salesforce Lightning – Enforced Lighting for all users moving forward

  • Marketing Attribution – Ensured that leads were properly organized and tracked by campaign with data provided by Pardot Forms
  • DevOps – Instituted proper usage of Sandbox and testing environments

Results

The combination of creative solutions to organizational challenges and agile, rapid delivery generated impactful results for the organization including the following key achievements:

Enhanced Adoption Business Continuity Improved Performance Business Growth
  • Successfully re-introduced Salesforce to membership sales team and increased quality of data

  • Successfully introduced Salesforce to two new personal training business unit

  • All lead, contact, and opportunity tracking is now performed in Salesforce with Outlook and IVR integration

  • Data from Daxko ERP provides a more comprehensive view of each member

  • Sales representatives, administrators, and other users are empowered to work faster, smarter, and better than before

  • Executives and management team members have full visibility to the performance of the overall sales operations

  • Support for expansion to new location with multiple facilities opening in 2020, enabling a combination of corporate standardization and local customization

Enhanced Adoption
  • Successfully re-introduced Salesforce to membership sales team and increased quality of data

  • Successfully introduced Salesforce to two new personal training business unit

Business Continuity
  • All lead, contact, and opportunity tracking is now performed in Salesforce with Outlook and IVR integration

  • Data from Daxko ERP provides a more comprehensive view of each member

Improved Performance
  • Sales representatives, administrators, and other users are empowered to work faster, smarter, and better than before

  • Executives and management team members have full visibility to the performance of the overall sales operations

Business Growth
  • Support for expansion to new location with multiple facilities opening in 2020, enabling a combination of corporate standardization and local customization

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