Salesforce Quote-to-Cash Automation at Avid
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For years many movies, TV shows, albums, and commercials have relied on Avid's innovative digital audio and video technology. Until recently, however, Avid had a decidedly low-tech approach to managing its sales process and customer relationships. Its 200+ sales reps had only limited knowledge about customers when they called, as most customer interactions were never captured in a central system.
Further adding to the sale team's headaches, each customer-facing quote had to be created from scratch. This was especially problematic given that Avid products have lots of options but can only be sold with certain feature combinations. The manual quoting process often led to invalid combinations and "unsellable" quotes.
Finally, when customers were ready to buy, the fulfillment team had to retype all product and customer information from the quote into a sales order in SAP, Avid's ERP software. This led to frequent errors and delayed order processing, and therefore frustrated customers and staff.
Aptaria collaborated with the Avid team to document processes, gaps, and opportunities. It then designed and implemented a complete Salesforce-based CRM solution featuring:
Aptaria's Salesforce.com solution has led to major wins for Avid's business, including:
"It was Aptaria’s knowledge of Salesforce, the sales process, and the Salesforce development architecture that was the most useful to us."
Jeff Fissel, VP Solutions & Co-Founder, KZO Innovations
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