Our Manufacturing Vertical Lead David Morley has over 30 years of manufacturing experience focused on driving sales and identifying organic areas of growth in both Private Equity and publicly traded corporations.
As an early adopter of Salesforce, David has driven growth with the Salesforce platform in seven different businesses since 2005.
Leading Rainmaker’s efforts in delivering thought leadership related to Salesforce’s value in the manufacturing industry, David and his team have developed a comprehensive framework called “Rainmaker Strategic Deployment” (RSD).
RSD outlines the key tenets of a manufacturing business focused on growth, and aligns best practices on how Salesforce can facilitate that growth.
Want to Find Out More?
Drop us a line if you would like to learn more about RSD or any of our Manufacturing Solutions.
Our latest whitepaper, entitled “Minimizing Slow-Moving Inventory” is available for download.
What to Look for in a Salesforce Integration Consulting Company Salesforce integration consulting helps businesses integrate their Salesforce CRM into the business’s business processes and performance culture, as well as tying it into other systems.It's a valuable service, but not all Salesforce consulting companies are created equally. Here are some things to look for when you're making a choice. Quick Takeaways: A qualified Salesforce integration consulting company provides the focus, experience, and outside perspective you need to get Salesforce CRM up and running in your business. When you're evaluating Salesforce integration consulting companies, look for firms that are Salesforce certified and have experience in your industry . Ask potential consulting companies how long the project will take, how much it will cost, and what factors into that assessment – as well as their implementation process and methodology. Why Should You Use a Salesforce Integration Consulting Company? Integrating Salesforce CRM with your business processes and systems can be challenging. It requires technical expertise, a detailed knowledge of Salesforce, and a familiarity with your systems and your business. If not done thoughtfully, the integration can leave you with a less than fully functional solution. Gartner, Forrester, and other sources report Salesforce integration failure rates in the 50% range, and some sources put the failure rate even higher. SOURCE: Salesforce.com According to the Harvard Business Review, many of these failures result from poor planning – not thinking the project through, having unrealistic expectations, or not having the right software or people in place. This often happens when a company tries to implement Salesforce on their own without any skilled assistance. If you don't have experience with CRM, you're more likely to make crucial mistakes that affect the platform’s effectiveness. You will achieve better results when you employ a qualified Salesforce integration consulting company, such as Rainmaker. A trained Salesforce integration consultant brings multiple strengths to the project – and can make the difference between success and failure. In particular, a quality consulting company provides: Focus that your busy internal staff can't deliver Experience through performing hundreds of similar integrations Outside perspective to offer valuable independent advice Breadth of technical capabilities to address not only configuration, but business analysis, data migration, development, and change enablement, to name a few. The result is a project that's completed more efficiently than your internal staff can deliver on their own. 6 Essential Factors to Consider When Choosing a Salesforce Consulting Company When you choose to employ a Salesforce integration consulting company, you need to make sure that the company can do the job and is a good fit for your business. Here are six things to consider when evaluating Salesforce consultants. 1. Is the Company Salesforce Certified? It's important to work with a consulting company that is a certified Salesforce Consulting Partner. There are different levels of certification, including Registered, Silver, Gold, and Platinum. Rainmaker is certified as a Silver Partner, which, according to CIO magazine, is only achieved by 20% of consulting companies.
5 Salesforce Reporting Best Practices When tracking your sales and marketing efforts, access to hard figures and real-time updates have a direct impact on performance. Without being overly dramatic, each bit of information may influence how your team adjusts and evolves every day. Staying up-to-date with Salesforce reporting best practices ensures you’re doing everything you can to keep your team in the know on what’s working, what’s not, and how to improve on performance. Using these insights, you’ll be able to adjust your strategy with actionable data when you identify new growth opportunities. Salesforce reporting tools allow you to visualize information and keep your teams working toward their targets, even building personalized dashboards when required. According to 360quadrants, Salesforce continuously upgrades and adapts their products according to user demand, allowing them to remain a visionary leader in the CRM space. Today, Salesforce remains the go-to standard solution for all sales, marketing, and customer service operations in organizations. What the platform offers customers is the ability to set achievable targets, measure performance against these goals, and adjust strategy accordingly whenever the situation changes. 2021 Top 5 Salesforce Reporting Best Practices Reports and dashboards in Salesforce should be how you answer questions about your biggest business concerns. Reports are a way you can use data to visualize every element of your marketing, sales, or service performance throughout your organization. The platform allows you to aggregate data by time, totals, or any other metric you may decide warrants closer study. When it comes to answering your business questions, Salesforce reports help to: Determine which products were your best sellers over a specific period Identify how well-serviced and satisfied your customers were during their interactions Learn whether you engaged with any prospects that require an increase of resources to close Ensure your marketing campaigns are drawing ideal visitors who will hopefully become loyal customers When you define your reports and dashboards correctly, Salesforce can become a snapshot of your current business strategy. These reports deliver a version of the truth based on your data, and provide the context required to make informed business decisions. To help you keep track of all the important information in your business, consider these five Salesforce reporting best practices. If you implement these reporting processes, you can extract meaningful insights from your business data and share that information with your team every day. 1. Be Definitive about Your KPIs Before you build your reports and dashboards, you’ll need to identify every data point in your process that you want to measure – the more granular, the better. Salesforce allows you to configure your reports according to your unique business KPIs and drill down to the precise level of details you require. You should consider Salesforce reports that: Provide you with your top pipeline prospects and customers Examine close ratios by month or quarter, or whatever cycle you use in operations Show real-time sales performances versus targets Offer charts that track each prospect through your company’s customer journey With
Business Intelligence vs Business Analytics: What’s the Difference? Virtually every business generates massive amounts of data each and every day. This data is typically used to help manage day-to-day operations and can be used to drive future business decisions. Businesses have various methods they can employ to take advantage of this data. Two of the most popular are business intelligence and business analytics. Both of these approaches enable you to examine and learn from the data collected in your business, but they differ in how they're used. What are business intelligence and business analytics, and how should you use each of them in your business? What is Business Intelligence? Business intelligence (BI) is a method for exploring your business's data. BI involves accessing, querying, and extracting insights from your data. BI uses methods such as data mining and online analytical processing (OLAP) to provide real-time metrics about your business operations. In addition, many businesses utilize Salesforce and other CRM platforms to generate the data to be leveraged in business intelligence. You use BI to explore what's happening in the business and how it is happening. BI enables you to view current performance, set benchmarks, identify trends, and simply learn more about the current status of your business operations. Businesses use the information gathered by BI to help better manage their operations on a day-to-day basis. BI is widely used throughout all parts of the enterprise today. According to Dresner's 2020 Business Intelligence Market Study, the top drivers of BI use are operations, finance, and sales departments, along with executive management. What is Business Analytics? Business analytics (BA) uses much of the same data to help you figure out what’s happening in your business. BA delves deeper into the data than does BI, with the goal of using historical data to predict future trends. Companies typically use BA to make longer-term decisions about the future of their business. BA employs a variety of more sophisticated predictive analytic methods, including data mining, statistical analysis, predictive modeling, machine learning, and artificial intelligence. Salesforce Tableau CRM is an example of a popular platform for business analytics. These tools help identify correlations and patterns that can create deep insights into available data. It's all about identifying current trends, determining the factors behind these trends, and then making predictions about what will happen in the future. BA helps companies make better long-term decisions, faster. According to Better Buys, companies using BA are five times more likely to make faster decisions. How Do Business Intelligence and Business Analytics Differ? In a nutshell, business intelligence is concerned with today while business analytics focuses on the future. You use BI to run your current business and BA to drive business decisions down the road. BI Analyzes Past and Current Data; BA Analyzes Past Data To perform its analysis, BI accesses both past and current business data. BA, on the other hand, is more concerned with using historical data to predict future trends. It typically has little need for