Fujifilm sought to enhance their sales team's performance by developing a web-based application called 'Deal Maker' to streamline account planning and management, enabling better handling of customer buying details and approvals while ensuring security and a formal sales process. The application integrates with Salesforce for data management, optimizes the sales cycle, and improves customer relationships by providing insights and automated forecasts. Ultimately, this solution resulted in reduced sales cycles, increased productivity, and enhanced ROI for Fujifilm's sales operations.

1. Case Study
Increasing Sales Velocity through Proven
Sales App for an Enterprise
Challenge
Fujifilm wanted their sales team to meet their growth targets aggressively and improve
their sales achievement. It was quite difficult for account managers to handle updated
summary of customer buying details, agreements and approval sheets at one go. To meet
constantly changing business needs and evolving workloads Fujifilm wanted a web based
application for their internal use in order to gear up their sales team with the tools and
knowledge they need to sell effectively and get valuable, deal-specific instruction.
While embarking on a new paradigm which involved the adoption of a formal sales
process, Fujifilm wanted to makes sure that all the security measures are taken care of.
And therefore, they wanted us to integrate an approval process to set a proper hierarchy
and allow managers to make changes in a deal and then approve it.
Background
Fujifilm Graphic Systems is the nation’s
largest distributor of equipment, consumables, and technical services for the graphic
communications industry. Fujifilm provides
its customers with products and technologies that are best and latest, and it is
completely committed to its clients with a
broad range of commercial printers, color
separators, service bureaus, and graphic
design/art studios to newspaper, publishers,
and advertising firms. Fujifilm has earned the
trust of customers worldwide by taking the
lead in providing reliable and convenient
products that raise productivity and quality.
A CONSISTENT
SALES PROCESS
IMPROVED CUSTOMER
RELATIONSHIP
Solutions
Understanding their wide requirements, we came up with unified Deal Maker – Web
based account planning and management application that makes sales process
technology-enabled and easy for their sales team. We provided a methodology and
structure for directing successful sales deals that brings their costly products within the
reach of their customers. The comprehensive web application helps salespersons in
generating and managing rate cards, inventory, proposals/orders, revenue reporting,
stewardship, and traffic all in an integrated database.
BETTER INSIGHT
We optimized the web application to enable sales team to work on a tablet and manage
their customers buying details and calculate company profitability on product sales. The
account manager can launch Deal Maker app by answering questions in SFDC
opportunity. All the information about customers is fetched from SFDC (Salesforce)
database.
INCREASED SALES
Account managers now can easily update and save a summary of customer buying
details in VRA Financial Model sheets. The application converts the Agreement or
approval sheet in PDF to distribute internally for approval. Additionally, there is a Web
Admin to manage users (Account manager) and a list of customers assigned to a
particular account manager. Account Manager can send all the agreements forms i.e.
Consumable Purchase & Pricing Agreement, Equipment Loan Agreement, and Loaner
Equipment Transfer Form. The application provides sales team with insight into the true
feasibility of each deal, complete with correct and automated forecasts.
A SINGLE, UNIFIED
SYSTEM

2. Case Study
Features
O
Account planning and management module
O
Pipeline reporting functionality
O
Comprehensive dashboard of Account Manager
O
Optimized web app to use on tablets
O
Display matrix for active leases, subsidies, credits, and VRAs
O
O
Calculation for Plate product like Basic Pricing, Estimated Usage, Proposal, and Year wise
Financing
Displays comprehensive results on Net sales, Gross Profit, Net Profit, Net margin, and
Net profile INC
Proven sales methodologies right in Salesforce CRM
O
Custom action to quickly debrief the team after the sales
O
Display approval process according to higher authority personnel within the
organization
O
Summary
Fujifilm required the complete account
planning and management module for their
sales team to automate and reinforce their
sales process. We developed ‘Deal Maker’ –
Web application that helps the sales team
manage their customers buying details and
calculate company profitability on product
sales resulting in reduced sales cycle and
improved customer relationship.
Business Benefits
O
Reduces sales cycle
O
Technology-enabled sales process
O
Improves customer relationship
O
Eliminates human error completely
O
All data is secured and backed up
O
Extends the capabilities of Salesforce
O
Increases productivity and ROI
Contact Information
Technologies Used
O
O
O
O
O
Technology: Dot NET
Database: SQL Server
Design: Intuitive GUI
Architecture: MVC
Third Party Tool Integration: Salesforce Web Service
Softweb Solutions
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Elgin, Illinois 60124
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