How Mark Beamish Waterproofing is diving deep into Salesforce, starting with Sales Cloud
Mark Beamish Waterproofing (MBW) is a certified applicator of many of the systems belonging to the world’s leading manufacturers in the trade. [They] offer competitive pricing and a large menu of services to the western United States, with locations in Anaheim, San Diego and Phoenix. MBW has become a leader in the industry by always keeping in mind that [their] pursuit goes beyond brick and mortar—to people with dreams of spectacular buildings. [They] have established a stellar reputation since [their] inception in 1981 by placing particular emphasis on creating truly satisfied customers. (LinkedIn)
MBW had grown into multiple (3) locations across the Western USA, consistently growing over the last few years. With this growth, they realized the need to become a data-driven company. They approached Traction on Demand to begin work on technical solutions across their business, starting with an initial Salesforce implementation.
MBW’s manual sales processes were becoming increasingly inefficient and ineffective in the wake of substantial growth. They wanted to record data more accurately and succinctly to improve the efficiency of their sales operations so that they could handle a greater volume of work. They were previously using written notes and Excel sheets. MBW maintained inconsistent and uncoordinated sales processes when it came to bidding on projects, which resulted in missed business.
Scheduling was completed through Google Sheets and a single physical whiteboard. This whiteboard needed to be updated every day by hand and employees had no access to the schedule if it was not in front of them. Project management and coordination of foremen and their teams was a challenging task under the previous scheduling system (foremen only viewed the board when they came to the office in the morning), reducing efficiency in project delivery and communications. Foremen lacked the ability to view that day’s and the following days’ tasks while on the go. Multiple Google Docs were also being used by multiple users, resulting in frequent miscommunication.
Traction performed a full Sales Cloud implementation with a roll-out for a limited number of MBW employees to start with, implementing Traction and Salesforce best practices to maximize adoption and maintain high data quality. A sales estimating function was implemented and the full Sales Cloud functionality was made available to MBW reps including reporting and dashboards to add visibility to their business.
Traction on Demand also built a new Lightning enabled scheduling board. The scheduling board leveraged native Lightning functionality so that it could be built declaratively with very little code. A “New Job Booking” quick action was created within the object that made it easy to initiate a new booking. The calendar was enabled for full-screen and was scaled for HD so that MBW could bring the schedule up on large monitors in the office to increase visibility for the broader team. Roll out of the scheduling board has been limited to project managers and operations team. Foremen will be enabled on Salesforce and provided access to the scheduling board with a new Lightning adoption project in the coming months.
MBW has prioritized Salesforce adoption, which has resulted in excellent data quality, great dashboards and a strong ROI. MBW executives have full visibility of sales pipeline, forecasting and closed business, allowing MBW to better track bids and growth. As a result, late or missed bids decreased from 50+ a month to 1-4 a month.
Project managers can view notes, contact numbers and other customer data with greater ease and MBW has seen improved coordination between project managers and foremen resulting in more efficient projects and happier customers. Project managers have the ability to check their schedules and communicate more easily with foremen. Foremen will soon have access to these features as well, reducing the communication challenges between the two groups.
MBW has experienced quantifiable success with their original Salesforce implementation. As a result, they’re currently engaged with Traction in not only this project but several others, with the goal to move all operations onto Salesforce.
25 Users of Salesforce over 924 days:
3370 won Opportunities worth $51,344,321
43,449 Opportunities created
111,158 logins (4446 per User, or 4.8 logins per day)
11,900 Tasks created, 7189 completed
110,693 Chatter Posts on Opportunities or Jobs (4427 per Users)
“Traction has become an invaluable partner to my company’s success. The knowledge and insight into our sales operations, and frankly the entire business, has allowed our company to grow while increasing internal efficiencies and ensuring that throughout our growth, the customer experience is also improving.” – Adam Beamish, President, Mark Beamish Waterproofing
“Getting Salesforce has changed everything about the way Mark Beamish does business. They are able to see their current and future sales, track profit, bid only with partners where they have seen success before, save time on working with templates, and leverage their database to have meaningful interactions with every bid that goes out. Adam actually gets told, “this CEO actually sends an email about every bid,” from impressed customers, who don’t know this is all done with the power of Salesforce.” – Akio Tajiri, Cloud Technologist Team Lead, Traction on Demand
Salesforce Adoption Learnings: MBW initially struggled with employee adoption of the platform as they were more used to and comfortable manually entering data. Understanding the impact poor adoption can have on a technology investment like Salesforce, MBW focused heavily on building a system that was intuitive and supportive of their reps. They were also diligent around user training and advocacy.