Dhupar Brothers is a mid-market channel partner for top Electrical Brands and EPC Contractors. With its establishment in 1990, the company has become the biggest channel partner for Philips and Legrand in the Western Region. For the past decade, it has also been one of the largest channel partners for L&T in the country. The company has three offices located in Pune and boasts a team of over 15 sales representatives and 10 support staff.
Industry
Food Supply and Electrical Distributor
Go Live Date
Feb 01, 2019
Dhupar Brothers faced challenges with their current technology stack as it was unable to support their growing business pipeline. There were gaps in sales pipeline management, customer relationship management, and sales growth analysis, leading to a sales process that was full of hurdles, unexpected twists, and turns. Additionally, their ERP systems operated in silos, lacking intelligence and contextual insights.
To communicate with clients and prospects, they heavily relied on traditional email, making it difficult to relate emails to leads, contacts, and opportunities. Sales data and order management were manual and prone to errors, using MS Excel and their ERP Next System. Collecting, tracking, and analyzing expenses, sales meeting records, customer data, and ROI of acquiring a customer was a manual and time-consuming process, leading to biases in decision-making.
Moreover, customers had to wait for several days, and sometimes even weeks, to receive their custom quotes.
During early discussions, Cloudalyze’s consulting team identified the need for Dhupar Brothers, a growing firm, to have a scalable technology solution that can effectively manage sales pipelines from start to finish. To address this, our implementation team developed a comprehensive digital transformation solution that enables the sales team to maintain a healthy pipeline and efficiently move leads towards conversion. With the integration of Salesforce’s web-to-lead feature, the client now has a 360-degree view of the sales process and can track every lead from quote to cash.
While the ERP system continues to handle order fulfillment through product tracking, invoicing, and inventory management, Salesforce now handles all sales management tasks including account, contact, and opportunity management, quote generation, lead tracking, reporting, and analytics. Additionally, our custom-built Quote Line Editor allows sales teams to generate quote PDFs in real-time and the backend order management team is automatically notified about accepted quotes, minimizing miscommunication errors between teams and the customer.
With all fifteen sales representatives now logging every activity such as phone calls, emails, and face-to-face meetings using the Salesforce mobile application, management can track, measure, and analyze the time, money, and resources spent on each customer acquisition
Cloudalyze successfully deployed a custom sales cloud solution for Dhupar Brothers, replicating the standard sales cloud in just six weeks. This implementation has led to a significant reduction in quote creation and delivery time from several days to just a few minutes. The entire organization has now adopted Salesforce CRM, both desktop and mobile versions, with a 100% adoption rate.
The implementation has also improved internal communication and streamlined the sales process, reducing the need for manual reconciliation. Management now has complete visibility of the entire sales process, allowing them to inspect and adapt as needed. Overall, the implementation has provided Dhupar Brothers with a scalable technology solution that can manage their growing business pipeline, establish well-managed sales pipelines, and continually move leads through to conversion.
