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Case Study

Built the solution to improve visibility, productivity, and strategic portfolio relationship management

Company Profile

Enwave Energy Corporation is a sustainable energy services provider operating in 11 North American cities, including Toronto, Chicago, Houston, Las Vegas, New Orleans, and Seattle. In each community, Enwave is dedicated to operating highly efficient thermal energy plants that distribute heating, cooling, and power to client buildings. For decades, Enwave has ensured that customers are connected to a system that reduces life-cycle operating costs, lowers emissions, and has unmatched reliability.

Enwave is a Brookfield Infrastructure company that values innovative and environmentally conscious solutions. The company continues to invest in and improve local sustainable technologies. As a leader in the field, Enwave is determined to be the leading provider of clean, reliable, and cost-competitive energy.

The Challenge

As the corporation grew, taking on clients, expanding its infrastructure and reaching new territories, Enwave was facing challenges such as:

  • Work flow and information sharing between departments
  • Administrative redundancy
  • Contract tracking
  • Customer relationship management

Enwave wanted to improve the workflow of their offices. Too much time was spent updating and releasing spreadsheets from department to department. This silo mentality also meant some data was being entered repeatedly, which was not optimal for productivity.

Most importantly, Enwave needed better insight into client relationships. Not only concerning contract expiry dates and being proactive about renewals, but Enwave was also looking to follow customer development from discovery stages to client contracting.

The Solution

With Enwave’s end-goals in mind, we built the following solution to improve visibility, productivity, and strategic portfolio relationship management:

Personalized User Interface – Each department can log into Salesforce and can view the information that is relevant to them for ongoing or upcoming projects. We replicated and upgraded the information available from the manual spreadsheet reports, which are updated in real-time in Reports and Dashboards. In addition to the current reports, Contracts & Renewal Dashboards were built to give a clear understanding of immediate and upcoming renewals.

Process Automation – Our programs reflected the sales process so that once an opportunity is won, contracts are created. This automation cut down on time spent generating templates, inputting data, and monitoring progress.

Custom Heat Map – We built the proprietary code to create an interactive map for customer development that has empowered Enwave to capitalize on key growth opportunities. Enwave can visualize their energy infrastructure and easily demonstrate its capabilities to prospects. The map enables Enwave to:

  • View infrastructure and model new potential expansions as the corporation grows
  • Filter the map by city, service, business development stage, customer, and opportunity
  • Display current customers as pins, and identify potential customers situated near accessible infrastructure

 

With these and other modifications, Enwave can readily see their customers and pipeline opportunities. They can access up-to-date information about clients, sales, contracts, and other critical pieces of information at the click of a button. The Heat Map facilitates informed and productive conversations both in-house and with high-value leads.

The Results

Improved Communication: The ability to visualize customers and opportunities on the Visual Heat Map enabled Enwave to facilitate informed and meaningful conversations. When discussing deals internally, Enwave can drill down to the key details that span
across all of Enwave’s locations.

Real-Time Data: Dashboards enable the sales management system and those involved in the sales process receive real-time information. They are able to instantaneously extract the information they need for support during the sales cycle and for monthly and quarterly business reviews. Prior to their implementation of Salesforce, Enwave team members would spend non value-add time filling out spreadsheets and creating powerpoint presentations to present the data.

Sales Pipeline Visibility: Before implementation, sales reps had few resources to track opportunities and resorted to keeping ad-hoc records or various documents. Now – all the relevant information is tracked and accessed in Salesforce. The ability to track opportunities has doubled their funnel of opportunities since implementation. Being able to track the wins and losses helps Enwave understand what they do well and what they can improve.

Pipeline Growth: The visual Heat Map helps Enwave identify new opportunities. They could see new opportunities to grow their infrastructure to serve new clients. Furthermore, they could see prospects near to existing infrastructure, but who they have not yet approached for service. The Heat Map facilitates lead generation and furthers important discussions with new building owners or managers.

Contracts & Renewals: Enwave has a better understanding of the contract renewal pipeline, leading to immediate action on renewals because of their improved renewals management system. Also, all of Enwave’s contracts are now found in their Salesforce Org, giving a clear picture the number and progress of contracts, as well as, easy to access information for other business activities.

Ease of Onboarding New Employees: New business development resources are able to quickly get up to speed. Enwave is able to communicate who they are, their values, who their customers are, and where they are going because the information and key data are recorded in a common platform: Salesforce Sales Cloud. Enwave now has all key business development and CRM tools they need to grow and welcome new team members.

Solutions Utilized:

Sales Cloud

Over time, your business changes, and App Solve enables you to continue your hockey stick growth by consulting on your current Salesforce.com system and potentially ‘Re-Optimizing’ your Salesforce platform.

Custom Solutions

Whether we’re building custom applications in Salesforce like in Chatter, building API integrations from scratch or custom 3rd party application integrations – we bring technology to the business to ensure all company objectives are exceeded.

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