Plansmith Corporation is a nationally recognized financial consulting, software, and education company that has been developing tools for financial institutions for more than 40 years. Over 1,500 banks use Plansmith’s tools to meet their budgeting, forecasting and risk management needs. Their clients benefit by being better able to predict and react to market changes, as well as maintain compliance with federal regulations.
Plansmith uses ACT!, an SQL-based CRM. However, the company was finding ACT! difficult to customize adequately to fit its needs, and didn’t have access to ACT! data and reports from the field.
One of Plansmith’s primary challenges had to do with the way that the company dealt with its products when quoting and invoicing. The company’s software solutions are bundled out of the box, but each package contains different components or modules. The company wanted to be able to quote or invoice for various bundles of components at a single price to be presented to the client, but maintain the ability to break down individual line item components for internal use purposes.
CRMCulture implemented Salesforce and used Jitterbit to perform data migration from ACT! into Sales Cloud, bringing information that was previously unavailable in the cloud into Accounts, Contacts, Account Assets, and Opportunities. CRMCulture created an “Opportunity Modules” bridge table that joined Opportunities and the Products, thereby allowing Plansmith to store the Module (a product) on the Opportunity and record a price for it without having that affect the overall Opportunity value. Finally, CRMCulture used Conga Merge to create the Quote, drawing components from different tables into a single form.
The Plansmith sales team gained mobile access to information that before was only available in the office. Not only did the sales process benefit, acquiring ease of access to the data, but the security of sensitive bank data in the cloud also was assured. As a result of the “Opportunity Modules” bridge, the sales team could present a single, unified price when quoting or invoicing clients, but could separate out individual components after the sale in order to accurately track assets and mine marketing data on a more refined level.