Neovia and the Social Supply Chain

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Dan Spellman has a challenging role. “Logistics management happens at the speed of movement,” Spellman says. “You cannot be late.” Spellman, the president of leading third-party logistics firm, Neovia, oversees a vast network of diverse customers. Neovia specializes in the automotive, industrial, mining, aerospace and defense industries, where stakes are high and time is always at a premium. “You cannot be late to make corrective actions; you cannot be late to make management decisions,” Spellman explains.“Being able to do that in a time-effective manner is a very important factor of production.” And it isn’t easy.

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Neovia and the Social Supply Chain

  1. 1. Neovia and the Social Supply Chain Dan Spellman has a challenging role. “Logistics management happens at the speed of movement,” Spellman says. “You cannot be late.” Spellman, the president of leading third-party logistics firm, Neovia, oversees a vast network of diverse customers. Neovia specializes in the automotive, industrial, mining, aerospace and defense industries, where stakes are high and time is always at a premium. “You cannot be late to make corrective actions; you cannot be late to make management decisions,” Spellman explains. “Being able to do that in a time-effective manner is a very important factor of production.” And it isn’t easy. With over 100 operations on six continents and in 25 countries, Neovia’s success hinges on delivering simple, responsive solutions to a wide range of complex problems. “We’re dealing with customers internally and externally that are in multiple time zones, multiple geographies, dealing with multiple currencies,” says Carey Falcone, Neovia’s chief commercial officer. In this business, there’s no such thing as “one size fits all.” Neovia and the Social Supply Chain 1 Neovia Case Study // Spring 2014
  2. 2. Searching for a Solution In order to meet its ambitious growth targets for FY14, Neovia had to think creatively about how to manage such a broad and diverse network of clients and connections. When it came to providing visibility across Neovia’s global revenue operations, the company’s internal systems were proving increasingly inadequate. The executive team needed better reporting capabilities to assure investors that the company was on track to meet and exceed earnings commitments, and the commercial leadership needed better support for a team-based selling model. Drawing on its experience with the physical supply chain, Neovia set out to build a social supply chain that would plug customers, suppliers, service providers, and employees into a network where information could be shared anywhere, at any time. “We plan to put operations, IT, business development and our legal department as well as our financial department all on one system, with all of our customer- related information housed centrally, so that everybody can access it globally,” Falcone explains. “That way, we're all making decisions off the same information.” But existing CRM systems didn’t meet the company’s needs. Out-of-the-box products from mainstream CRM providers, such as Oracle and SAP, required extensive (and costly) customization. Dan Spellman President of Neovia Neovia and the Social Supply Chain 2
  3. 3. Then the Neovia team found a new solution: Lanetix, built on Salesforce1. Lanetix offers secure, cloud-based CRM solutions tailored to the logistics industry, complete with an intuitive user interface and accessible from any platform or device. Impressed by the Lanetix team’s experience and expertise—and by the security of the widely used Salesforce1 platform, on which Lanetix solutions are based—Neovia partnered with Lanetix to build a customer platform for global growth. “Neovia was facing a difficult problem, but our unique approach made us the perfect match to solve it,” says Lanetix CEO John Golob. “It was gratifying to see how our highly customizable, user-focused solution could bring Neovia to the next level.” Much more than a CRM, Lanetix delivers a project-based workflow and team-based selling solution. It’s helping executives like Carey and Spellman automate processes that actually match Neovia’s needs as a growing company with easy-to-script workflows that traditional CRMs can’t accommodate. It means that Brad Douglas, Neovia’s senior manager of commercial operations, can create prescriptive workflow templates in minutes that can consistently apply Neovia’s sales methodology to any sales workgroup. Lanetix Solves the Problem Neovia and the Social Supply Chain 3 Lanetix enables the reps to think in terms of their book of business, with a visualization of all their projects and a central location for all project-related resources, customer and employee interactions. “Lanetix is really working with us to create the global template for third-party logistics companies and for supply chain management, putting information into a format that is easy to understand and easy to use by our people,” Spellman adds.
  4. 4. Neovia and the Social Supply Chain 4 Beyond industry-specific CRM and unique usability for the end-user, Lanetix has another key asset: its cloud-based system is built on the Salesforce1 platform—an industry leader responsible for the security of 100,000 companies and thousands of servers around the world. With Salesforce1, infrastructure management is eliminated, and the process of joining platforms or integrating content is made easy. It also means Lanetix shares the same security, governance, and data handling regimen as salesforce.com's own applications. “What Lanetix is delivering is an industry cloud solution built on the Salesforce1 platform,” Douglas explains. “Having cloud solutions is about not having to spend the time and money and effort in supporting the system. And Salesforce.com provides us a secure platform to develop on.” Salesforce.com, which invested in Lanetix, also provides support for Java programming languages supported by Heroku, which allow for easy scaling and customization. “We’re amazing at developing supply chain solutions for our customers,” Douglas adds. “Now, with Lanetix and Salesforce, we’re stepping back and really optimizing our own internal demand chain. That is key for us to grow organically and to continue to support our customers in the way that we do.” A Productive Partnership
  5. 5. Neovia and the Social Supply Chain 5 With Lanetix in the hands of the field sales team, every rep stays on top of operational successes and quick wins to deepen the relationship. They’re also able to track and forecast revenue and margins. Executive leadership uses Lanetix to ensure that every rep complies with the sales and governance processes in order to mitigate the risk of qualifying, scoping, and bidding projects. Through intuitive reports and dashboards, management can track progress and forecasts based on earnings or EBITDA. For Falcone, this is particularly important when shareholders are leaning on him to “accurately predict the future; to come in, not below and not significantly above, their forecast.” With Lanetix, Neovia is able to monitor and manage complex processes with ease and clarity. Lanetix’s customized solution encourages collaboration across sales teams and streamlines global operations. With a global view of the business, employees and managers understand how their projects are tracking, where they’re winning business, and where new market opportunities exist. At the end of the day, Falcone says, Lanetix enables anyone at Neovia to “sit in front of a customer as one company, with one voice, and with a solution that will ultimately give the customer a competitive advantage in the marketplace.” A Bright Future Carey Falcone, Chief Commercial Officer
  6. 6. Neovia and the Social Supply Chain 6 Lanetix provides cloud-based CRM for the logistics and transportation industry. Based on Salesforce1, our solutions help 3PL’s, forwarders, and ocean carriers evolve from relationship-based to value-creation selling. With Lanetix, sales and operations management gain global visibility across account teams and the ability to forecast based on the metrics that matter to their business (EBITDA, capacity, and volume). Headquartered in San Francisco, California, Lanetix is privately held and backed by investors such as Salesforce.com. @LanetixCRM linkedin.com/company/lanetix plus.google.com/+Lanetix www.lanetix.com About Lanetix

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