FullCRM is now Salesforce Manufacturing Cloud Enabled
FullCRM is excited to announce that we are the first Australian Salesforce implementation partner to enable our entire team on Manufacturing Cloud.
Manufacturing Cloud is a Salesforce solution, designed to help sales and operational teams more accurately forecast, plan and drive business by providing a centralised view of the customer and market.
“Over the past few years, Salesforce has become more industry focussed in their CRM solution. Clouds exist for financial services, healthcare, government and consumer goods. The difference with Manufacturing Cloud is that the solution is solving specific functional areas for customers rather than setting a solution foundation. This means Manufacturing Cloud can sit on top of an existing customer’s Salesforce instance. We don’t have to start from scratch.” said Helen Peterson FullCRM’s Managing Director.
Manufacturing Cloud was designed to help businesses:
Manage run-rate business
Whilst the sales process from enquiry to opportunity, through to orders works well for managing new business in Sales Cloud, this can be problematic for manufacturers. The difference for manufacturers and distributors is that they rely heavily on run-rate business with long term agreements. This can not be easily managed and tracked using opportunities.
Quite commonly manufacturers do not have a centralised repository to store agreement information. The details may be spread across ERP, Excel, Emails etc and are not easily visible.
Salesforce has developed a sales agreement process to help make the transactions, profits and revenue margins easier to manage and measure for run-rate business.
“Many businesses negotiate rates and discounts based on the expected volume of sales over a given period, say 2 years. This can be in the form of a contract or more informal agreement confirmed via a handshake. Either way once the negotiation is completed businesses find it difficult to monitor volumes and to keep the customer accountable to their side of the deal. Sales agreements functionality solves this problem.” said Peterson.
Align Sales and Operations teams with Account-based forecasting
Sales and operations departments are often siloed in manufacturing and distribution. So much so we often hear that the salespeople who work the opportunity don’t know that the deal closed as it went directly to operations in the form of a purchase order. The disconnect between these departments is even more prevalent in a run rate business.
Demand planning can also be formula-driven but generally, the formula relies on historical data such as AMS – Average Monthly Sales. But what does historical data mean in today’s world? The world is a different place and relying on historical data is not an accurate way to forecast.
So what if planners were able to access insight into demand early up the chain before the PO arrives in the inbox?
Salesforce Manufacturing Cloud helps align these departments by creating a centralised view of the customer and leveraging the new Account-based forecasting feature. Manufacturers can now quickly generate forecasts for new and run-rate businesses incorporating orders, opportunities, sales agreements and contracts as well as getting direct customer input from a community.
FullCRM & Salesforce Manufacturing Cloud
FullCRM is passionate about helping Australian manufacturers and distributors leverage technology to achieve success and has helped numerous companies implement Salesforce CRM to get there.
Peterson says, “FullCRM is all in with Manufacturing Cloud. We have direct access to the Salesforce team, and we know that they are creating solutions to real manufacturing problems. Our practise has always been built around the concept of continuous improvement. Manufacturing Cloud is taking continuous improvement to the next level. Specific problems are being solved for manufacturers and distributors in each Salesforce release. Now that is making the most out of your Salesforce investment.”
