The Need
The client was looking to automate their annual run rate Forecast process which is currently based excel sheet for Sales.
Solution Design Experience implementation and integration with the Salesforce platform.
Impacts Delivered
Automation of annual run rate forecasting:
- The solution delivered an improved sales forecasts with high accuracy.
- Significant improvement in sales volume for all major Accounts.
- Einstein implementation has improved the prediction accuracy along with timeline view.
SDX implementation and Integration with Sales platform
- The SDX solution built within Salesforce helped eliminate the external tool dependency completely.
- All information were captured in a single platform and improved the tracking and management efficiency.
Our Solution
Automation of annual run rate forecasting using Salesforce.
- We analyzed the spreadsheets that the client used to track Annual Run Rate
- We built a solution within Salesforce to make a provision for the users to enter the forecast under each Parent Account.
- This was implemented using Lightning aura framework and out-of-the-box Salesforce tools.
- Einstein was implemented to have a timeline view of various product family been forecasted. Various dashboard have been built for the Sales Executive team.
- Proper approval channels were enabled to ensure all the entered forecasts before being considered as the Last entered forecast for the Account
- We provisioned the Annual Run Rate entries in Salesforce along with Einstein AI prediction.
- AI prediction models to help the sales representatives to improved their forecast accuracy for their accounts.
- An interactive dashboard was developed that provided a holistic view of the Budgets vs Actuals vs AI predictions for each Account.
SDX implementation and Integration with Salesforce platform:
- We clearly understood the pain points of the customer.
- We studied the SDX tool thoroughly for its features.
- A custom application was built within Salesforce which was tied back to the Opportunity. Since the users had license in Salesforce, a separate permission set was created and assigned to set of users.
- An approval process were set in place to have the ratings, and service costs, additional discounts are routed with proper approvals only.
- Users were able to capture all information in a single Salesforce platform.
- Helped improving the management tracking effectiveness for all requests.
Tools & Technologies
- Salesforce
- Solution Design Experience (SDX) Application
- AI Einstein Model
