Scaling with Salesforce: How Innotec Modernized its Sales Operations

Client Overview 

Innotec, established in 1992, provides cutting-edge LED lighting and manufacturing solutions. The company’s business philosophy extends beyond its innovative products, embracing sustainable practices and meaningful community impact. At the heart of Innotec’s operations lie core values of integrity, humility, and trust — principles that guide its business decisions and relationships. 

The Challenge 

As Innotec continued to grow, its legacy CRM system failed to meet the company’s evolving reporting needs. Leadership recognized that future success required a more refined sales process and robust reporting system to provide actionable insights. 

Additionally, the approval process consumed excessive time and involved substantial manual effort, which hampered productivity and created bottlenecks in the sales pipeline. 

Recognizing that implementing a new CRM system represented a significant change for its organization, Innotec sought a measured approach. The organization wanted to balance immediate access to enhanced capabilities while building a scalable foundation that would support long-term growth. 

The Acquis Approach 

Acquis’ Salesforce consultants adopted an agile, sprint-based approach to developing Innotec’s Salesforce implementation. This methodology allowed Innotec to observe the system’s evolution in manageable segments and provide timely feedback after each sprint, ensuring the solution addressed its specific requirements effectively. 

The Acquis team prioritized building a strong foundation that could scale with Innotec’s business while delivering immediate value. Understanding the need for balance between new capabilities and sustainable growth, Acquis focused on creating a solution to effectively solve current pain points while establishing a roadmap for future enhancements. 

The Solution 

Acquis implemented Salesforce Sales Cloud as the cornerstone of Innotec’s new sales operations platform. The solution included: 

• A comprehensive build of Sales Cloud tailored specifically to Innotec’s needs, with careful attention to creating a robust yet flexible foundation that could evolve with the business. 

• Integration of the entire sales and approval process directly into Salesforce, eliminating previous manual, duplicative efforts. The system incorporated notification and automation features to streamline approvals and ensure all parties could review requests efficiently. 

• Development of customized reports and dashboards that established a baseline for monitoring company performance and sales indicators. Acquis designed these analytical tools for ease of use and modification, allowing Innotec’s team to adapt reports and dashboards to meet changing business requirements. 

Results, Value, and Impact 

The Salesforce implementation delivered significant value to Innotec across multiple dimensions: 

• Quick and Iterative Implementation: In under six weeks, Acquis delivered a prototype of Sales Cloud tailored to Innotec’s specific requirements. This rapid deployment provided immediate improvements and allowed continuous feedback from the Innotec team to ensure adoption. 

• Actionable Insights: The new reporting and dashboard capabilities transformed Innotec’s ability to monitor performance and sales indicators. By establishing clear baselines and creating intuitive analytical tools, the solution empowered decision-makers with the information needed to guide business strategy effectively. 

• Streamlined Processes: By integrating the sales and approval processes directly into Salesforce, Acquis eliminated one of Innotec’s most significant operational pain points. The new system, enhanced with notifications and automations, dramatically reduced the time and effort required for approvals. 

• Adaptable Foundation: The iterative development approach ensured that Innotec received a solution that met its immediate needs and could evolve with its business.  

By embracing Salesforce Sales Cloud and partnering with Acquis, Innotec successfully transformed its sales operations, addressing immediate challenges while building the technological foundation needed to support its future ambitions. 

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