Making Junttan’s sales more efficient with Salesforce
Junttan is building the future with high-quality hydraulic pile driving machines and extensive professional expertise. In addition to equipment, Junttan offers comprehensive user training and maintenance services to its customers. Since its establishment in 1976, it has made a commendable journey to become the manufacturer of the world’s first electric pile driving machine. The company’s turnover is over 50 million euros per year. Why did Junttan decide to switch to Salesforce with Ceili, and how did the collaboration go? Did Junttan’s sales got more efficient with Salesforce?
From scattered to unified data
Junttan was using an ERP system’s CRM add-on, which, however, did not serve daily usage in the desired manner. Its use was found to be cumbersome, leading to information not being saved in the system and the data not being reliable. The system’s complexity thus created a vicious cycle that hindered business management, especially from a sales perspective.
In addition to the problems related to its use, information was scattered across different systems, making it difficult to manage the overall picture. Customer information was in IFS (the ERP’s CRM system), and other sales-related information was in various Excel files.
These issues highlighted the need for a cloud-based CRM system where management of leads, customer information, and sales cases could be centralized. I.e., to see the entire customer interface from a single system in the future and to rely on the accuracy of the data.
What objectives were set for the implementation of Salesforce?
- Up-to-date information that can be trusted
- A sensible place for storing sales opportunity information and sales data
- A user-friendly solution for all Junttan users
- Consolidating all business-related information on a single platform
- Making it easy to record sales considerations (calls and sales meeting notes)
- Getting key users from subsidiaries involved in using the system from the start
- Creating a simple system that can be developed in the future according to needs
- Easier documentation of operational methods
- A clear task management system, so everyone knows what to do next
- A transparent and full 360° view of customer relationships
- A clear increase in usage rate, i.e., engaging everyone in using the system
To achieve these objectives, Junttan adopted Salesforce Sales Cloud as the sales tool.
Sales Cloud enabling sales efficient growth
Sales Cloud features Lead, Contact, Account, and Opportunity objects, facilitating clear information management at every stage of the sales pipeline. Junttan also implemented a custom QR code scanning application in Salesforce, allowing Junttan representatives to directly scan potential customers’ contact details at exhibitions and other events.
Subsequently, there have been plans to expand Sales Cloud to include various objects, such as Assets, which would clarify the storage of existing machinery and their information.
Junttan operates worldwide, making transparent information and a common system crucial. Information must be accessible across different time zones and languages. For example, Junttan dealers have access to the system to keep sales opportunities up to date. Given the high value of the products, decision-making processes are naturally long. Sales opportunities must not be forgotten at different stages of the long process but must be systematically managed. Junttan’s salespeople are excellently supported by Salesforce’s various automations and triggers as part of their daily routine.
What benefits has Junttan gained from Salesforce in everyday operations?
ERP is still in use at Junttan as the master data location for customer data, but it has completely transitioned from its CRM add-on to Salesforce. Salesforce enables transparency of information for Junttan, such as in the management of sales opportunities. Everyone knows who is handling which sales case and what the next steps are. Sales opportunities don’t fall through the cracks or get forgotten.
With Salesforce, Junttan can report on the different stages of the sales pipeline and the reasons behind activities. Reporting makes it easier to make future decisions and lead with data.
Sales at Junttan is managed by several people, which means the allocation of leads must be fair and clear. Sales processes also need to be uniform to ensure operations are consistent with Junttan’s style, regardless of the sales representative. Thus, sales processes have been significantly standardized.
Junttan’s sales more efficient with Salesforce? Looking back, the most significant changes in sales could be summarized as follows:
How did the collaboration with Ceili go?
Junttan and Ceili had a mutual acquaintance through whom they began discussions about the need for a CRM system. The collaboration started with definition workshops, after which the implementation began to be built in a Sandbox test environment. Sandbox environments are used in the development and change process to protect the actual data and to transfer only the functional solutions to production after definition and testing.
The Salesforce implementation project proceeded very efficiently in terms of timing; the definition started in February, and the implementation was made during Midsummer week. Thus, the total duration of the project was less than half a year. The objective of the implementation was clear, to build a simple and clear system for everyday use that could be developed gradually as needs arise. When feedback was received on the use of the system, it was possible to plan further development needs based on the right requirements. This was a fine example of how not everything needs to be done at once; the right whole can be created piece by piece.
"The testing of Junttan's Salesforce environment was conducted in collaboration through common testing sessions. Ceili's consultant led the sessions and supported Junttan in the testing while guiding users in Salesforce's best practices and system usage. So, in this project, testing was unusually partly part of the implementation training. This method yielded very good results, as users already knew about the system in advance during the actual implementation training. Thus, users were involved from the project phase. Overall, the collaboration went smoothly, as common project management tools and a clear plan were agreed upon for the project."
"Working with Ceili has been pleasant and smooth right from the first meetings. Through this project, Junttan has succeeded in updating its sales toolkit to modern standards. Previously, customer data and the offer base were distributed in different places and partly even on paper, but now everything is centralized in one place. The new tool has been very well received in the company, and it has significantly improved work efficiency and transparency. I am looking forward to future developments in cooperation with Ceili. The development list includes at least a broader implementation of Service Cloud and the utilization of CPQ in our offer process. Salesforce is part of our larger system integration, which aims to facilitate and enhance data-supported and validated business processes in the future."
Learn more about our customers' experiences
UN Women Finland is developing its fundraising in Salesforce with Ceili
The UN’s gender equality organization UN Women is the world’s leading organization advocating for the human rights of women and girls, with the goal of
Norlandia’s early childhood education processes harmonized with Salesforce
Norlandia Daycare, that offers early childhood education services, is part of the Norwegian Norlandia Health and Care family company. In addition to Norway, Norlandia has
Kaleva Media develops their Salesforce solution together with Ceili
Kaleva Media is a multimedia company that provides locally interesting content, service models, and platforms. The media business invests in high-quality journalism, content products, and
Salesforce®, Sales Cloud®, and others are trademarks of salesforce.com, inc., and are used here with permission.
Want to know more about the possibilities of Salesforce?
Contact us and let’s make an offer that suits your business needs.
If your contact request has attachments, you can contact info@ceili.fi instead of the form.
