In case you missed it: Here's the webinar presentation "Manufacturing on the Ground and in the Cloud," featuring 20-year manufacturing industry veteran and current CEO, Stephen Walker and Salesforce Platform AE, Jonathan Fritz. Learn from Stephen about industry-specific business challenges, evaluating solutions, why they chose Salesforce over alternatives, how fast and easy implementation was and the immediate business impact they realized. To learn more, or to request a demo from Salesforce and/or Configero, please contact us at info@configero.com.

1. “Manufacturing on the Ground
and In the Cloud”
Wednesday, May 30th
Presented By: Configero and Salesforce.com
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2. Today’s Presenters
Stephen Walker, Former President
CRC Manufacturing (now Hydratech Industries)
www.hydratech-industries.com
Jonathan Fritz, Platform Account Executive
Salesforce.com
www.salesforce.com
Jody Hamlett, Managing Director
Configero
www.configero.com
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3. Customer Success
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4. Background
Headquartered in Denmark with production
facilities in China, India, and the US, Hydratech
designs and sells standard and custom industrial
products
• Products
• R&D
• Engineering
• Service/repair
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5. Business Challenges
Recent consolidation of global operations and product
lines increased complexity of sales and operations
Complex, customized product offerings and long quotation lead
times
Manual, time-consuming order entry, product configuration and
quotation approval processes
Disconnected lead, opportunity and customer data preventing
pipeline visibility and accurate forecasting
No system for centrally managing leads
Limited visibility into profitability of products, margins,
commissions
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6. Why Salesforce.com?
 Evaluated Microsoft Dynamics and Tour de Force
 Cloud-based approach was key in decision
 Scalable, flexible and customizable as we expand and consolidate
operations globally (LANGUAGE SUPPORT)
 Limited IT involvement and responsibility
 Impressive network of expert partners like Configero with deep domain and
business transformation expertise
 Didn’t require integration with software-based systems
GOAL: Build easy-to-use mobile-enabled solution for
automating and tracking opportunity-quote-approval process
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7. Rapid Deployment, Painless Process
• Seamless data migration from
JobBOSS to Salesforce
 Active customers/prospects and account details
 YTD sales (summary number)
 Expense and sales budgets
• Data from core back-office
systems to sync account,
customer, opportunity, quote,
order, and job cost summary
Just 8 weeks to deploy to sales organization
(inside reps, field sales, management)
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8. Connecting the Dots
Product configurator for bundling parts
Integrated with Price Books Custom
Clone line items for standardization Quoting App
built on
c Quote distribution synched with email Force.com
Electronic quote approvals to Optimize
Lead-
c Opportunities tied to quotes
Opportunity
Complete lead management
-Quote-
Approval
Chatter for inside/field sales collaboration
Pipeline reporting + sales forecasting
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9. Mobile-Enabled Sales Force
• Log visit and call report activity
• View open opportunities for
sales call planning
• Manage calendar and budget
on the road
• Review pipeline remotely
• Inside and field reps
collaborate on leads,
opportunities via Chatter
• Entire sales force has relevant
information at their fingertips
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10. Critical Business Intelligence
 Real-time reporting and visibility
 Reporting by market segments and
demographics for order intake
intelligence
 Custom dashboards to track pipeline
progress
 Accurate forecasting
 Reports that used to take hours to
generate now take minutes
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11. Immediate Business Impact
 Pipeline report time down from 1 day to 15 minutes, enabling reps to
focus more time in the field and selling
 Report generation now takes minutes vs. 8 hours previously
 Ability to track entire sales process from lead to opportunity to quote to
order for pipeline visibility and accurate forecasting
 Accelerated quote generation process automates customization and
distribution
 Centralized Job Cost Summaries for visibility and reporting around
profit margins, commissions, quote accuracy
Speed and accuracy of proposal process = shorter lead times,
increased sales productivity and competitive advantage
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12. Expanding Impact, Value
• Global roll-out to sites in Europe, Asia,
South America
• Order Intake Budget vs. Actual Dashboard
and Report for Sales and Management
• Integrate online product configurator tool
with quoting system for user-generated
opportunities
• Custom warranty claim manager application
for case management
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13. Best Practices, Lessons Learned
Don’t underestimate importance of data quality in process
Don’t be afraid to innovate
Embrace custom applications for unique and complex
business processes
Phased approach and roadmap to focus on most critical
business areas
Gain executive buy-in with clear business case
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14. The ability to easily customize
the Salesforce CRM applications
for our unique manufacturing
industry-specific needs is
something that no other solution
on the market offered.
-Jim Malloy, VP of Sales
The Salesforce Advantage
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15. Critical Processes Increase efficiency with the Cloud
Streamline multi-step processes
Replace manual and inefficient workflow
Integrated collaboration and content
Can be built by Business or IT
Platform Services
Visual Workflow Instant Scale
Programmatic Logic Analytics
Analytics Mobile
Customers Include:

16. Social Front Ends Create A Layer of Agility Around
Legacy Systems
Employees Partner
ERP, Warehouses, Mainframes
Collaboration Social Media Instant access for any employee
Proven user adoption
Rapid deployment, Instant scale
Integrated collaboration
Platform Services
Open API Analytics
Data Modeler Mobile
Customizable UI Open Languages
Customers Include:

17. Kimberly Clark Social Front End Delivers 108% ROI in
Less Than 12 Months
Kimberly Clark Application Landscape
Sales Safety
Marketing
Workplace
Customer ROI
14+ Apps on Platform
Management Timba
Scientific
Expose
Marketo
2.0 CTM Master Data Management
Hoovers
Training Collaboration Recruiting
HR Finance
MDM
ERP
Training
Workday ERP
ERP ERP
Campaigns
BW G and A SAP Integration
ESB
Live in 3 continents in less than 12months
salesforce Other Cloud On Premise

18. Workflow in the Cloud
-What are you still using Excel for?
-Which business processes are manual, repetitive or
standardized?
-Which processes are unique to your organization’s
operations?
• Commissioning
• Warranty claims
• Procurement
• Shipping
• Product registration
• Bill of Materials
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19. Thank you for joining us!
Questions for Presenters
Get Started Today:
 Salesforce Demo
 30-Day Free Trial
 Business Process Review
Contact Us
info@configero.com
jfritz@salesforce.com
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