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Case study: Digital transformation of the sales department with Salesforce

This case study explores the successful implementation of Salesforce Sales Cloud at Advatech – a leading Polish IT systems integrator with offices in 6 cities in Poland: Wrocław (headquarters), Poznań, Warsaw, Katowice, Lublin and Gdańsk. The project scope included the deployment of Salesforce Sales Cloud, the creation of customized reports, and full integration with Microsoft 365 tools, such as Outlook and Teams.
The implementation was carried out in partnership with Transition Technologies MS, a trusted Salesforce consulting partner. The entire process was completed within just four months, from October 2022 to January 2023, demonstrating an efficient and well-coordinated collaboration between the client and the implementation team.

Salesforce

Challenge

Advatech is a company from the top ten integrators in Poland. It is one of the leaders among suppliers of mass storage, virtualization solutions and security solutions in our country. In the face of dynamic development and impressive results (over PLN 450 million in turnover in a record year), the company faced challenges related to effective sales management, which was based mainly on data processed in Excel sheets and using personalized, internally created tools.

The scaling of the organization and the need for access to real-time data forced a change. “Excel grew with the company, until it finally became breakneck to use. It was cumbersome and did not give us insight into the data on an ongoing basis,” says Radosław Wyglądacz, Sales Director at Advatech.

Solution

The choice fell on Salesforce Sales Cloud, which – despite the competitive offer of Microsoft Dynamics (including free licenses resulting from the technology partnership) – turned out to be the best solution in terms of flexibility, development potential and local support.

As an implementation partner, TTMS presented not only an attractive price offer, but also proved to be a team with a deep understanding of the industry and the specifics of IT integrators’ work.

Implementation process

The project started in the fall of 2022 with an ambitious plan – production launch at the end of January 2023. The implementation time fell on the most intensive period in the industry, i.e. Q4. Key stages:

Stage 0: Proof of Concept – analysis of sales sheets and verification of system capabilities.
Stage 1: Pre-implementation analysis – October–November 2022.
Stage 2: Implementation – 5 weekly iterations, with weekly testing and feedback.
Stage 3: Final tests and target corrections – December–January.
Production launch – February 2023.

TTMS operated in an agile model.

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Scope of customization

The implementation covered much more than classic CRM. Salesforce was expanded with management accounting elements:

Full records of costs and revenues at the level of sales opportunities.
Automatic reporting and bonus calculation.
Integration with the invoicing and project management system.

“It’s not just CRM anymore. It’s a tool supporting the financial management of the entire sales department,” emphasizes Radosław Wyglądacz.

Results

Access to real-time data for the entire organization, not just salespeople.
Automation of monthly reporting – no more copying data from Excel.
Full control over projects – from sales to implementation and settlements.
Improved internal communication – integration with MS Teams and Outlook.
Shortening the time of internal meetings thanks to data transparency.
Enabling independent access to information by the technical, marketing, administration and accounting departments.

Customer feedback

“The system accurately reflected our processes. Users found their way around it intuitively – after the first month we saw the ‘wow’ effect, including with the CEO.” – Radosław Wyglądacz, Sales Director, Advatech

“The most important element in achieving the goal? People. Engagement on both sides – that was the key to the success of the implementation.” – Robert Klepak, Project Manager, Advatech

Summary

The implementation of Salesforce in Advatech is an example of exemplary cooperation between a mature organization and a trusted technology partner. Thanks to the flexibility of the system and the agile model, in just 4 months a solution was created that changed the way not only the sales department works but also significantly improved the efficiency of the entire organization.