How Bombardier is magnifying the finer details of their business with Salesforce Sales Cloud
Bombardier Inc. is a Canadian multinational aerospace and transportation company, founded in 1942, and manufacturer of planes and trains.
Bombardier’s more than 37,000 employees design, manufacture and support aviation products for the business, commercial, specialized and amphibious aircraft markets.
Bombadier’s private client division needed a platform to enable their specialized sales team and elevate their customer experience. With no CRM in place, Bombardier was unable to track any details pertaining to their high profile, high net-worth clients. Bombardier wanted their custom solution to provide their sales team with a wide array of functionality. They wanted sales reps to have access to relevant information while they were on the go. Bombardier wanted to integrate key industry-specific data sources (JetNet and WealthX) to contribute to a 360 degree customer view. With planes costing between $20 million and $60 million across a 10,000 person customer base, every detail mattered to Bombardier, and they wanted to collect them all within a single platform. Bombardier’s sales cycle featured expensive requirements such as test flights. These costs were incurred but not tracked, leading to uncontrolled expenses.
Traction implemented an instance of Salesforce Sales Cloud, supplemented with automated lead and customer assignment that was configured based on complex criteria.
Traction created a custom solution that could integrate two highly sensitive and exclusive APIs containing critical information for the sales team: Wealth-X and JetNet. Wealth-X is the global leader in providing qualified prospects and intelligence on ultra high net worth (UHNW) individuals. JetNet is a subscription based package that provides data on the worldwide location of business and personal aircraft.
Leveraging Sales Cloud, the project team was able to build an object and workflows to track, approve and control test flights. Test flight information and costs are collected, quoted, and associated with Opportunities.
Through the automated customer assignment rules within Sales Cloud, prospects are automatically reassigned to the correct sales representative, reducing conflict and competition on the team. Sales Cloud enables the sales team to track and respond to individual requirements from their exclusive clientele, as well as to leverage data from Wealth-X and Jet Net. The new platform provides real time information about the location of aircraft to sales representatives, providing visibility of potential aircraft available for sale. There has been a significant reduction in cost as a result of the new transparency of test flight costs and purpose.