Mitsubishi needed a better way to approve quotes for distributors, verify pricing, and cut the cycle time for customers. The administrative workload required for managing the training, certifications, and accreditations within its partner program presented an added challenge. The company identified numerous areas of inefficiencies in their operations and brought us in to help them execute a plan to dramatically improve cycle times and productivity. Mitsubishi asked Simplus to help it transform its entire way of handling inventory, sales, and contractor management. Through a multi-phased and ongoing transformation roadmap, Simplus has been following Mitsubishi every step of the way, moving away from sources of tribal methodology and providing best practices for the new technology adoption.
About Mitsubishi Electric
For more than 30 years, Mitsubishi Electric’s Cooling & Heating Division in the US (Mitsubishi Electric) has advanced climate control systems that enhance customers’ homes and lives. As the third-largest manufacturer of cooling and heating systems in the world, Mitsubishi Electric strives to be the number one provider of comfort without compromise.
Headquarters: Cyprus, CA
After optimizing business processes and utilizing Salesforce tools to support these changes, we enabled Mitsubishi’s specific project goals. We created a full 360-degree view of commercial customers and residential contractors, increased visibility in the contractor sales pipeline, and created greater customer segmentation. The new solution increased the amount of customer data visible to the sales and services teams. All of these changes helped to reduce the time for quote approval and order fulfillment through Salesforce CPQ. Within six months of going live on Salesforce.com, Mitsubishi experienced game-changing improvements: Opportunities entered and approved increased by 30%. Quote approval took two hours instead of two days, decreasing cycle time by 1,000%. The time for verifying quote pricing was reduced by 12 hours a week. The time to manually manage certification and accreditation for contractors decreased by 80%.
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