ASSA ABLOY

Setting up a new CRM system for ASSA ABLOY

Platforms

  • Salesforce CRM 
  • Pardot Marketing Automation

Role

Youwe served as the Digital and Martech partner, providing strategic expertise for seamless integration of Salesforce and Pardot, optimising marketing processes, boosting customer engagement, and maximising ROI.

Solution

Youwe, as ASSA ABLOY's consultancy partner, optimised their Salesforce and Pardot instances through strategic planning, data analysis, process refinement, seamless integration, and comprehensive reporting. Our tailored approach aligned six ASSA ABLOY UK brands precisely with their unique requirements and objectives.

ASSA ABLOY is the largest global supplier of intelligent lock and security solutions, and it is the UK’s largest lock group, providing security solutions across a range of markets.

The global leader, ASSA ABLOY, navigated challenges in procuring and implementing a new CRM system. The objective extended beyond mere system setup; the company aimed to establish robust support from a well-defined sales process, ensuring widespread adoption.

At the managerial level, the emphasis lay on acquiring a comprehensive suite of reporting tools covering financials, opportunities, and marketing. This strategic focus underscored the importance of informed decision-making and performance evaluation.

Within the sales team, there was a specific need for assistance in the day-to-day management of leads, projects, and opportunities. This requirement highlighted the practical aspects of streamlining workflows and optimising sales operations for enhanced efficiency.

27%

Increased campaign lead conversions by

387%

Increase in contact database

63%

Increase in the conversion of SQLs

In a project highlight for ASSA ABLOY, the implementation of Salesforce and Pardot resulted in a 63% increase in the conversion of SQLs, leading to more opportunities converting to business.

Our solution

Salesforce Integration

This included using the standard objects, creating custom objects, integrating into core systems, reporting capacities for usage, leads, sales, and financial—plus full onboarding and sales training for users.

Department Alignment

In addition, we setup and buillt Pardot to support seamless Marketing Automaton using the data within the new Salesforce system, so that Marketing and Sales were aligned. This was UK wide across nine business units.

 

The results

A Measure for Success

The ASSA ABLOY sales team have seen many benefits from this new way of working—with one system to handle leads, accounts, projects and opportunities.

Process Performance

Easier management of day to day processes leading to increased selling time, with Sales and Marketing working more closely together.

Time Efficient

Less time spent on creating monthly and quarterly reports, saving a minimum of two days per month previously spent by senior team members.

Single source of data across sales process

The Sales team now work with Salesforce as their single data view accessing data that was previously in multiple systems — including Barbour ABI, Microsoft Dynamics AX, ensuring that no lead or opportunity is missed in the end-to-end sales process.

Shortened sales cycle: the integration of Salesforce and Pardot was proven to decrease the sales cycle by +25%

Better leads and customer engagement

Effective customer lifecycle management in Salesforce improved effectiveness at each stage of the customer lifecycle, from first touch and right across each stage meaning no leads were missed and more sales were converted.

 

 

Platforms

  • Salesforce CRM 
  • Pardot Marketing Automation

Role

Youwe served as the Digital and Martech partner, providing strategic expertise for seamless integration of Salesforce and Pardot, optimising marketing processes, boosting customer engagement, and maximising ROI.

Solution

Youwe, as ASSA ABLOY's consultancy partner, optimised their Salesforce and Pardot instances through strategic planning, data analysis, process refinement, seamless integration, and comprehensive reporting. Our tailored approach aligned six ASSA ABLOY UK brands precisely with their unique requirements and objectives.

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