Speaker: Bonnie McMahon, Chief Revenue Officer, Flexspring
Can you introduce yourself and briefly describe your role and business?
Bonnie McMahon: My name is Bonnie McMahon and I'm the Chief Revenue Officer at Flexspring. Flexspring is an integration as a service provider. We've developed our own iPaaS that helps our customers save time and money by eliminating data entry. We also sell our product into other software vendors and develop repeatable integrations for them to be used by their own customer base.
What challenges or problems were you facing before you started working with us?
Bonnie McMahon: When we started our Salesforce journey, we were experiencing unprecedented growth. We were using what I would kindly call a starter CRM, which was pretty much just used for lead tracking. What we didn't have and why we chose Salesforce was we needed a system of record. We wanted one software to go to where we could look into and see a customer's journey from the lead right when they came in. Through the sales process uh over to our professional services organization and then into support. We had a lack of visibility. We were unable to see which products were we were selling that were profitable, which partnerships were working, which ones were not. Um, more importantly for our customer success team was which renewals were at risk. So that's where we started and that's when we called Englhard to help us.
How did our services address your needs or solve your problems?
Bonnie McMahon: We initially contracted with Englhard Consulting to help us implement Salesforce CPQ. The ability to streamline our sales process and make it consistent across our organization has been key to our success. We are now able to generate proposals that are consistent across the sales team. Which also allows in turn our professional services team to deliver quality projects to our customers. More importantly, we have the ability now to sell one year contracts, multi-year contracts, and Englhard was able to actually help us do our renewals in some sort of automated fashion. We can tell now when a customer is at risk for non-renewal and our forecasting has become that much more accurate and timely.
Can you share a specific example or result that demonstrates the impact our services have had on your business?
Bonnie McMahon: I think one specific example of how Englhard Consulting has helped us provide a holistic view into our customer base. They actually not only helped us implement Salesforce CPQ but have helped us tweak our Sales Cloud implementation as well as our Service Cloud implementation. That has given us the ability to look into our customer base to see who's ready for upsell, who may be at risk. In the past we really had to do a lot of research and come together as teams to try to figure out individual case analysis on each one of these. Now we, we're able to quickly identify that and learn what works and what doesn't work within our business.
How was your experience working with our team and what would you say to someone considering working with us?
Bonnie McMahon: Our experience working with Englhard Consulting has been outstanding. Everyone that we've worked with across our Sales Cloud, Service Cloud, and CPQ implementations has been outstanding. I think the one thing they do really well is is understanding our business, and they were able to understand our business quickly and make suggestions on how best to use Salesforce to efficiently streamline our business processes. For that reason, I view them as an extension of our Flexspring team.
