Overground

Overground Helps Global Chemical Manufacturer Optimize Salesforce

Tags Manufacturing and Distribution

Global chemical manufacturer, PHT International, engaged Overground to successfully implement Salesforce. With workflow automation to create process efficiency, critical reporting to reliably forecast and a single view of their customer, PHT is able to deliver on its brand promise and drive predictable revenue.

Since 1993, PHT International, Inc., has been a versatile supplier and manufacturer of fine and specialty chemicals including high purity intermediates for the agrochemical, pharmaceutical, polymer/industrial and food/beverage industries. PHT International utilizes its own plant and other high quality production partners in China to establish and maintain a stable global market for their products. 

Pht Casestudy

Challenge

PHT International engaged Overground to support their second attempt to convert to Salesforce from an antiquated and difficult administer application called Visco.

1

Visco was highly customized to support the sales and order processes, but had become cumbersome and inadequate.

2

An unsuccessful implementation occurred on the initial conversion to Salesforce with another selected partner.

3

Stakeholders were not appropriately educated regarding the feature set of Salesforce and what the application could do to facilitate process.

4

Business processes were not mapped and integrated sufficiently enough to drive the overall CRM strategy and roadmap.

5

Lack of visibility across the organization into Marketing & Sales efforts, and lack of accuracy in pipeline analysis, inhibited strategic decision making.

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Solution

1

Business Process Review to understand departmental considerations, interdependencies and requirements for extending the Salesforce.com CRM system.

2

Multiple custom objects to address unique processes.

3

Consistent, reliable manufacturer and customer information in a “single source of truth” model.

4

Consistent reporting and ability to understand KPIs.

5

Workflow and approvals to facilitate processes.

6

Plan, test and execute data migration activities.

7

Review/plan for potential project phasing considerations.

8

Assist with change management needs and methodologies.

9

Work closely with designated System Administrator for training prior to launch.

10

Deliver customized end user training.

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Value

1

PHT now has a central source for all leads, accounts, contacts, opportunities and manufacturer information

2

The company has a solid CRM foundation that will allow them to scale as the company grows.

3

With increased visibility into customer touch points, and insight into field rep activities, sales leaders are able to measure objectives based on quality analytics and reporting.

4

Multiple manual processes have been automated increasing efficiency and customer satisfaction.

5

Seamless transition of data from their legacy system means that there has been no loss of information flow.

6

Overground helped define a multi-phased approach to satisfy the company’s long term goals.

7

Enhanced workflow automation to support immediate client and management contact and activities as needed.

8

Using Chatter to allow collaboration among PHT in a way that wasn’t possible before.

9

Completed current phase on-time and within budget with roadmap for future growth and development.

10

PHT gave Overground “10s” across the board in a formal post-project satisfaction survey.

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