From small businesses to large corporations, every company comes to a point where they need a fresh set of eyes to find improvements and opportunities to expand their products and services. Our consultants at Cloud Masonry are more than just “doers”, they are visionaries; they see opportunities in unexpected places and that is exactly what happened when we started working with our Client.

For the last 20 years, our client has been manufacturing premium-quality synthetic roofing that combines the authentic look of normal roofing tiles with unmatched performance. As a leading alternative to traditional roofing material, their composite roofing products last longer, are far more durable than traditional roofing tiles, and are much more aesthetically and architecturally pleasing than asphalt shingles and concrete tiles. They have established a business to business and, business to consumer product with a significant presence in the industry as well as working with contractors all over the country. Initially, we were brought in strictly to work on order management. The client already had adopted Salesforce CPQ.

Like many businesses, our client didn’t realize what tools they had at their disposal. With the right configuration, they were going to be able to future-proof their business in a big way.

On any given day, a salesperson contacts or fields a lead from a new or existing customer. As the company grew, it became more difficult to transfer the tribal knowledge that was not captured in a format that allowed those salespeople to step in and hit the ground running. As a result, pricing was not accurate and was a very manual process. Avoiding human error, reducing time waste and automating processes where possible was a critical improvement that was about to fundamentally change everything.

Longevity is a great quality for a business but that also comes with challenges. The company was successful enough to expand their sales team to handle larger volume but that too came with challenges. We asked questions, a LOT of questions. In fact, by the end of the project the owner complimented our team on their extensive knowledge of the roofing business. It takes immersing our consultants in the intricacies of the industry to really find the opportunities that will make a difference.

Through a root cause analysis, we realized that the guided selling process was bumpy. Their main need aside from giving the sales team the right tools, was to streamline the order management process for the fulfillment team to ensure accuracy in shipment. They also needed to have the ability to track return orders.

Our Client has some amazing proprietary processes that are truly unmatched in the industry, you could say it’s their “secret sauce”. We found quite a few opportunities that were paramount in figuring out the RIGHT solution.

After we got into the issues, we got to work to implement a more optimized version of Salesforce CPQ. As you can imagine, there is also a learning curve when things change. We took all the legacy knowledge and documented it to ensure that whoever stepped into the business would be set up for success.

Our consultants spent a lot of time educating the client on the system and the capabilities it would provide them to ultimately service their customers with the level of accuracy they built their business on. They admittedly needed advice and guidance on how to best use the tools. It took some system buildout and development, but the outcome was a very efficient shiny new version of their Salesforce CPQ tools.

Their team saw the value but navigating change can be hard. The client team was committed to overcoming the hurdle of the learning curve.