Background
Renewable Energy Group (REG) is the nation’s largest biodiesel producer with a nationwide distribution and logistics system.
The Challenge
REG has used Salesforce CRM since 2007 to manage prospecting, sales and customer service. REG enlisted Doextra’s consulting and technical services in 2010 to accomplish the following goals:
- Access and manipulate historical sales transaction data by account and geography.
- Adapt account management features to look-up meeting notes and historical buying patterns.
- Leverage a sophisticated, accessible database to manage contacts and login remotely.
CRM Solution
Doextra reviewed REG’s system with a gap analysis – producing a Statement of Work that mapped out field and picklist additions and modifications. Doextra also implemented a customized pricing feature to support REG’s dynamic pricing model. Since the initial project, Doextra has assisted REG with implementing workflows, products and a forecasting function within REG’s Salesforce org that monitors and tracks opportunities.
Results
With the updated Salesforce solution in place, REG is able to take advantage of the following benefits:
- Track requirements for different types of account types (i.e., Customer, Stakeholder, Competitor, and Vendor).
- Provide a simplified and straight-forward system for end-users.
- Forecast revenue and production requirements.
- Automated the communication of sales opportunities.
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