Enterprise Solutions Case Study : Wilsonart International & Regeneron Pharmaceuticals

Improving Sales Productivity and Enhancing Customer Relationships: How a global leader in Engineered Surfaces modernized its Sales, Service and Marketing operations.

Case Study: Wilsonart

Business Challenge:

Wilsonart International, a global leader in Engineered Surfaces ran its sales operations supported by a cloud based system that was plagued with low user adoption, disparate processes across different Wilsonart brands, lack of visibility into global sales pipeline and lack of data driven decision making capabilities.

Wilsonart launched the salesforce deployment initiative to replace the legacy CRM software to:

• Provide a better user experience on desktop and mobile from a functionality and performance perspective.
• Harmonize and improve processes globally including lead, opportunity, project estimation, display unit placements and samples management.
• Provide accurate and timely forecast and other performance related information via dashboards.
• Rationalize data management globally and integrate Salesforce with boundary applications.
• Support distribution centers with up to information on orders, and take customer orders.
• Marketing Cloud implementation integrated with the sales process is to enable personalized, data-driven campaigns that generate, score, and nurture leads efficiently—ultimately driving higher conversion rates and aligning marketing efforts with sales outcomes.

Solutions:

• Global deployment of Salesforce sales cloud spanning US, Canada and EU with UK planned in the next phase.
• Multi-lingual implementation supporting English, French and German languages.
• Implementation of Service Cloud for distribution centers integrating with telephony.
• Marketing cloud implementation with salesforce connector for targeted marketing campaign management, lead nurturing, lead scoring.

Results:

• Fully integrated, global CRM implementation powered by Salesforce.
• Sales adoption improved by 80%.
• Global dashboards available for sales team and leadership to review sales performance.
• Improved customer service and order entry process.

Case Study: Regeneron Pharmaceuticals

Rapidly growing global pharmaceutical company standardized global business processes and adopted automation & integration across financial processes and applications.

Business Problem:

Regeneron Pharmaceuticals, Inc. is a biotechnology company headquartered in Westchester County, New York. Founded in 1988 originally focused on neurotrophic factors and their regenerative capabilities, giving rise to its name, the company then branched out into the study of both cytokine and tyrosine kinase receptors. After nearly 30 years of growth, Regeneron set out to expand its footprint globally and formed partnerships with other pharma companies such as Sanofi and Biomedical Advanced Research and Development and with success of their expansion strategy, they were faced with inefficient financial processes that was compounded with several acquisitions supporting their growth objectives, introducing competing policies, processes and technologies that required streamlining, consolidation and automation.

Solution:

We led assessments and advisory on improvements to the Application Architecture and Systems Org Structure supporting Global Expansion and led multiple process improvement initiatives addressing financial efficiencies across Payments, Taxation, Treasury Management, General Ledger, Intercompany. We automated processes by implementing Receivables, Collections, Intercompany, Payments, and Tax capabilities. We also provided Integration Services for various SAAS Applications (Workday, Zycus, ModelN) with Oracle EBS.

Results:

• Regeneron expanded globally with streamlined processes and system applications.
• Intercompany collaboration across each partner and acquisition were streamlined.
• Tax policies across global geographies were aggregated into a single platform reducing time for calculations instantaneously.
• Improvements in financial processes, automation and reporting removed manual processes with full compliance.
• Improved SAAS application, Treasury and Banking integrations adopting leading practices and technology.
• Full automation of Procure to Pay drastically reducing any manual intervention.