Valpak is a Trailblazer
Watch to see how Chris Cate, COO & CIO at Valpak, brought together sales, marketing, finance, and operations to reimagine the sales rep and customer experience. Learn how they used the Salesforce platform to create an integrated lead-to-cash process that has reduced the time to quote by 73% and increased customer retention.
Learn More:
See the Valpak Transformation Story at Dreamforce: http://bit.ly/37xoh81
Watch a demo of some of the Salesforce products used by Valpak: http://bit.ly/36vBvkv
Learn how to Transform your Lead-to-Cash process on Trailhead: https://sforce.co/2qNQ17U
Video Transcript:
How do we really push change? How do we really get the culture to shift in our selling organizations?
And how do we really deliver that ROI?
Valpak’s premier product is a Valpak envelope, full of coupons that gets mailed to almost 40 million homes every single month.
So we like to say that we help small businesses grow, we help consumers save money, and we like to say help neighborhoods thrive.
We’ve been in business for over 50 years and we have been a paper-based organization.
So what problems did that cause us?
We were writing contracts on carbon copy pieces of paper so as you can imagine there really was no visibility or transparency to the whole sales process.
And so forecasting was very non-existent.
It was critical for us to create that vision and understand, kind of, that roadmap that we were building together.
One platform all the way from lead to cash.
End-to-end processes that are all automated and connected and that remind you and help you manage your book of business as a sales rep.
It all starts with a quality lead.
Salesforce allows us to take intelligent data so we can better connect and engage with that small business.
For our sales reps, you know, they’re coming in as an advisor and truly consulting with the small business owners and at the same time Salesforce is actually generating all the CPQ documents and quotes on the back end.
Once that sales order is created we flow that data automatically into the Salesforce billing.
As soon as we final that job we can process the invoices, so we’re receiving our payment quicker and the client is seeing that transaction faster.
Our quote time is now 70% quicker than it was before.
When I think about the advertiser experience it’s really that we’re giving them the touchpoints at the right time along the journey, but also not forgetting about them.
Salesforce automatically creates a renewal opportunity and at the same time it’s creating a renewal quote.
At any point in the process that sales force can say: where’s that client? Did they pay? When’s their next renewal?
Having that transparency at your fingertips, on your mobile phone, on your laptop, everywhere you go, you’re able to access client’s information.
There is literally a solution for every problem that we have brought to the platform and seeing the engagement by people that want to make it successful has been inspiring knowing that this is truly a sales transformation for us.
Watch to see how Chris Cate, COO & CIO at Valpak, brought together sales, marketing, finance, and operations to reimagine the sales rep and customer experience. Learn how they used the Salesforce platform to create an integrated lead-to-cash process that has reduced the time to quote by 73% and increased customer retention.
Learn More:
See the Valpak Transformation Story at Dreamforce: http://bit.ly/37xoh81
Watch a demo of some of the Salesforce products used by Valpak: http://bit.ly/36vBvkv
Learn how to Transform your Lead-to-Cash process on Trailhead: https://sforce.co/2qNQ17U
Video Transcript:
How do we really push change? How do we really get the culture to shift in our selling organizations?
And how do we really deliver that ROI?
Valpak’s premier product is a Valpak envelope, full of coupons that gets mailed to almost 40 million homes every single month.
So we like to say that we help small businesses grow, we help consumers save money, and we like to say help neighborhoods thrive.
We’ve been in business for over 50 years and we have been a paper-based organization.
So what problems did that cause us?
We were writing contracts on carbon copy pieces of paper so as you can imagine there really was no visibility or transparency to the whole sales process.
And so forecasting was very non-existent.
It was critical for us to create that vision and understand, kind of, that roadmap that we were building together.
One platform all the way from lead to cash.
End-to-end processes that are all automated and connected and that remind you and help you manage your book of business as a sales rep.
It all starts with a quality lead.
Salesforce allows us to take intelligent data so we can better connect and engage with that small business.
For our sales reps, you know, they’re coming in as an advisor and truly consulting with the small business owners and at the same time Salesforce is actually generating all the CPQ documents and quotes on the back end.
Once that sales order is created we flow that data automatically into the Salesforce billing.
As soon as we final that job we can process the invoices, so we’re receiving our payment quicker and the client is seeing that transaction faster.
Our quote time is now 70% quicker than it was before.
When I think about the advertiser experience it’s really that we’re giving them the touchpoints at the right time along the journey, but also not forgetting about them.
Salesforce automatically creates a renewal opportunity and at the same time it’s creating a renewal quote.
At any point in the process that sales force can say: where’s that client? Did they pay? When’s their next renewal?
Having that transparency at your fingertips, on your mobile phone, on your laptop, everywhere you go, you’re able to access client’s information.
There is literally a solution for every problem that we have brought to the platform and seeing the engagement by people that want to make it successful has been inspiring knowing that this is truly a sales transformation for us.
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These people are masters of corporate gibberish.
Diving head-first into this kind of digital transformation is no easy task. Congrats on your success in doing just that!
It is inspiring to see the massive impact this digital transformation has made for ValPak's customers and franchises! We are proud to have partnered with Chris Cate, Elizabeth and the rest of the ValPak team. They continue to prove why they are the leaders in this highly competitive space. Congratulations are certainly in order!