Inno Valley Works - Industry Industry

Construction Real Estate / Construction

Inno Valley Works - Products Products

Sales Cloud Sales Cloud

Overview

SOID LLC a leading construction company specializing in deck, carpentry, and framing services, operates within the Twin Cities of St. Paul and Minneapolis.

  • Since its establishment in 1980, SOLID LLC has successfully completed over 2,700 projects. Additionally, the company harnesses the capabilities of 65 Salesforce users in its operations.
  • With an annual turnover of $7 million, the company boasts a team of 20 Sales and Estimators, along with over 150 project managers and crew members.  

Problem Statement

  1. Over-reliance on a sophisticated yet complex Excel-based estimation tool, posing difficulties in dynamic pricing management and centralized pricing updates for Estimators.
  2. Challenges in effectively overseeing Sales & Estimators’ progress without proper tracking records.
  3. Difficulty in ensuring accuracy in estimation, leading to under or overestimation due to limited visibility on work items and products.
  4. Need for integration with the Stratosphere take-off tool for comprehensive measurement capabilities.

Solution Implemented

  1. Facilitated the seamless transition from lead management to sales opportunity management within the Sales Cloud, incorporating distinct stages and processes for improved sales pipeline visibility.
  2. Customized and configured a highly adaptable pricing and product structure within the Sales Cloud, offering a versatile approach to meet diverse needs.
  3. Developed a sophisticated user interface tailored to replicate the Excel-based calculator, ensuring familiarity and ease for scope and product selections.
  4. Established integration between Salesforce and Stratosphere for precise measurement and estimations, enhancing accuracy and efficiency in project assessments.

How Did it Go?

  1. Increase in lead conversions and improved customer retention rates post-implementation
  2. Achieved comprehensive management-level visibility into all estimations, facilitating detailed win/loss reports for strategic analysis.
  3. Predict the trajectory of projects and the sales pipeline
  4. Enhanced accuracy in estimations provided by estimators, minimizing the occurrence of under or overestimation errors.
  5. Empowered estimators to confidently bid on higher-budget projects, alleviating concerns regarding inaccuracies in estimates.
  6. Delighted customers with accurate quotes while ensuring the company achieves expected profit margins on projects, resulting in a mutually satisfactory business outcome.”