Sales, marketing and invoice automation

For Leading Edge

Leading Edge Communications is a fast paced Sales Channel Management company offering telecommunications sales and support services to some of NZ’s leading enterprise and SME organisations.

Problem

With 320 staff in 46 locations and over 200,000 customers they had a number of key pain points that hindered them from exceeding their business goals. No reliable single view of customers coming from the different channels; operational bottlenecks around invoice automation; tedious double-encoding in multiple systems. All stopping them getting on with business.

Solution

To let Leading Edge get back to doing what they do best – WOWing their customers - Davanti successfully implemented Salesforce.com with CRM and ordering capabilities.

Helping the team connect internally meant implementing Chatter, enabling real time collaboration and data sharing across the business.  Coupling this with a single view of customers as well as sales targeting and tracking gives crystal clear visibility for individuals and leaders to manage by. To get even deeper customer engagement online, Leading Edge are developing their marketing automation with Marketo.

To ensure the back office runs as smoothly as the front office, Davanti built a custom annual billed revenue tracking functionality and automated purchase order and invoice generation capability back into legacy systems.  Adding to this  frequent updates back into Salesforce.com with daily uploads of Mobile Online Portal order data has revolutionised the central repository of customer data and removed the invoicing blockages.

Results

The project has provided a single source of truth for all customer interactions and reduced dependency on many obsolete legacy systems, improved invoice automation and allowed the sales team to build integrated sales and marketing activities to improve pipeline management to drive greater sales.