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Hauck Heat Treatments Case Study


Hauck Heat Treatments

Services Provided

  • Salesforce Sales Cloud Professional Edition configuration

Hauck Heat Treatments are a specialist surface treatment and heat treatment provider located in the UK. They provide services to the UK engineering sector from 6 plants. The business is a subsidiary of the Materials Technology division of Aalberts Industries NV.

With significant experience and inhouse knowledge the company provides traditional heat treatment services in addition to abrasion, adhesion and corrosion.

The business realised in 2016 that a more rigorous approach to pipeline and opportunity management was required to remain competitive and focussed in a demanding marketplace. After reviewing the market they decided there was only one application that could support their business - Salesforce Sales Cloud. Hauck then made a strategic investment in the Salesforce Sales Cloud Professional Edition platform to replace a legacy bespoke CRM application.

Through a short implementation phase, the company was quickly up and running with Sales Cloud account and pipeline management. Using Salesforce's structured opportunity and account management processes the sales team have more rigour to their activities. All prospect, customer and opportunity activities are logged enabling the sales team to track details of all interactions. This allows the salesperson to quickly create notes and follow-up tasks against the correct record ensuring important sales activities aren't forgotten. As opportunities progress along sales stages the sales team can ensure they have the right customer conversations at the right time to support a successful sale.

A series of company performance and sales management dashboards allows Hauck management to quickly understand where they stand against actual attainment of annual and monthly targets in addition to forecast projects of their current pipeline and how that will ensure they hit and exceed annual targets. Salesforce dashboards have become an essential management tool to ensure the correct investments are made in sales and marketing activities.

Inline with an agile approach Hauck implemented Sales Cloud with a well defined scope, allowing a fast and efficient implementation. Now they have a deeper understanding of how Salesforce Sales Cloud can benefit them, they are planning to extend the use of Salesforce to provide deeper insights into their customers, supporting the sales team to win more profitable business.

For more information about Hauck Heat Treatments please goto www.hauckht.com

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