Leveraging Lightning to Drive Untapped Sales Growth

Key Challenge: Digital mission engineering is focused on simulating and measuring how a system would operate in the real world. These systems model operational environments and the interrelationships of assets with accurate, dynamic, physics-based simulations. Our client found themselves with an aging system, unable to navigate the complexity that a major upgrade might entail.

Solution: Taking a similar approach, HIKE2 helped this industry leading firm model the business impact they could achieve by implementing new behaviors & enhanced workflows. We helped this organization upgrade an aging, complex Salesforce environment to Lightning with a user-centric approach aimed at identifying key pain points and system inefficiencies.

We used these findings to inform a future-state model aimed at improving key marketing and sales workflows by strengthening email & event campaign management.

Specific outcomes identified were:

• Increasing sales win rates up to 21%
• Decreasing close time up to 23%
• Increasing lead conversion rates up to 23%

We find that organizations can typically boost their sales performance with several key strategies, including:

• Leveraging advanced analytics to predict sales opportunities, identify high-potential leads, and prioritize sales activities 
• Streamline sales processes by leveraging features aimed at reducing time spent on administrative tasks

• Improving collaboration with real-time communication and sharing deal information on complex sales opportunities 
• Increasing responsiveness and mobile-access to reduce lag time in sales interactions
• Leveraging well-defined key performance indicators to drive strategy alignment and performance tracking
• Creating seamless workflows to transform sales processes and improve efficiency

In addition to these general principles, HIKE2 also focused on:

• Optimizing key processes by enhancing Opportunity, Account, & Contact objects, 
• Improving CPQ capabilities that included targeted integrations with their external website
• Refining the service workflows by streamlining cases, email generation, and queues