Learn how Penrod helped Awair improve the lead management processes, develop a multi-channel lead referral system, and increase collaboration with our Salesforce Automation Accelerator
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Awair empowers its users to mitigate their indoor air for health and safety, be it at home, school, the workplace or anywhere else they may spend time indoors such as gyms, cafes, or elsewhere. They engaged Penrod to help build a scalable technology solution that improves their existing sales/lead management process, promote data integrity, and builds a foundation for additional business units to leverage Salesforce in the future.
Replacing a CRM that couldn't support the growth and flexibility they needed
Implementing Salesforce as one platform to manage leads, collaboration, and business growth
Better Onboarding and collaboration, data management
Awair empowers its users to mitigate their indoor air for health and safety, be it at home, school, the workplace or anywhere else they may spend time indoors such as gyms, cafes, or elsewhere. They engaged Penrod to help build a scalable technology solution that improves their existing sales/lead management process, promote data integrity, and builds a foundation for additional business units to leverage Salesforce in the future.
With their existing CRM solution set to expire in just 3 weeks' time, Awair and Penrod had to work quickly and efficiently to replace the existing system with little disruption to the flow of the business. Awair’s clear vision and goals made them the perfect match for Penrod’s Salesforce Automation Accelerator, designed to get healthcare and life sciences companies up and running on Salesforce with their most key-critical business processes.
Penrod first replaced Awair’s existing web forms for B2B and B2C prospects with Salesforce Web to Lead and Email to Lead technology. In minutes, Penrod was able to generate code that could replace their existing web forms and integrate with Salesforce. We were also able to increase data integrity by implementing fields with picklist values that guide prospects in filling out the form with standardized data instead of free text fields for them to fill in.
Using Salesforce Lead Assignment Rules Penrod was able to build a sophisticated territory management solution and give Awair the ability to better understand their lead sources, and potential customers. and a “heat map” of prospects and opportunities they were yet to tap into.
This also led to enhancements in opportunity management that allowed for greater collaboration between team members that support an opportunity. Now Sales and Technical teams can partner on an opportunity in Salesforce, track progress, and truly work as a team to win more business, and share credit among collaborating team members with opportunity splits.
A 360-degree view of the customer is a promise that many CRM solutions look to execute on. Tracking not just basic contact information, but also past and present sales opportunities, product usage, and of course, interactions with Customer Service. For Awair, Penrod was able to implement the ability to manage support cases for customers, answer product questions, and even create new sales opportunities for a customer when the opportunity to position other products arose.
While the goal was to replace their existing system, the alignment and vision of the client paired with the clear boundaries and goals of Penrod’s SFA Accelerator, both teams were able to move rapidly while also being able to add new functionally and enhancements found in their previous solutions.
With the scalability that Salesforce provides, Awair is now ready to onboard new business units into a modern solution that can support growth. And with the rapid growth of the business, Salesforce now allows Awair to onboard new team members more efficiently with a standardized process that doesn’t involve spreadsheets and disparate data.
While staying focused on a finite use case that got them up and running on a new system, Awair was also able to take what they learned and build a healthy backlog of enhancements for future growth and transitioned into Penrod’s Managed Services team to help support their continuous improvement.
Better understanding of leads, prospects and opportunities
360 Degree View of the customer with cross-functional teams working together to win business and support customers
Ability to onboard new business units into a modern CRM