Thursday, February 20, 2014

Improving Salesforce Reports and Dashboards Through Integration

Configure Price Quote, ERP, Integration, iQ / CPQ, Salesforce

Written by admin admin

Last month we touched on the exponential value to manufacturers realize when they integrate their ERP and Salesforce solutions as well as implement an advanced quoting solution.  Most of the benefits listed were around process improvement.  The good news is that the benefits do not stop there. As mentioned last month, there is also massive benefit to customers from a reporting and dashboard perspective when their data sits on one platform.

As we all know, Salesforce has world-class functionality around reporting and dashboarding, and it is a big differentiator when companies evaluate CRM systems.  The reports are easy for a sales rep or manager to create on his own, without IT involvement or bottlenecks, and the dashboards are even easier.  So with Salesforce, companies are finally able to get a view into the sales metrics that they have always wanted.  They are able to determine who their best reps are in terms of sales, able to see what opportunities are out there, and determine the best lead sources.  The possibilities from a sales perspective seem endless – the 360-degree view of the customer and the sales process is finally there!

Well, not quite. There are still a few data points missing, especially for manufacturers, including:

  • Backend ERP data – insight into Orders, Invoices, and Shipments
  • Quoting Metrics – insight into KPIs around the quoting process

To fill these gaps, manufacturers need to fully integrate their systems and processes with Salesforce. When you integrate Salesforce with a back-end ERP system, you gain a complete view into the ERP data – you now have Orders, Invoices, Shipments, Cases, etc. synchronized and available to you from within the Salesforce platform.  With that data available, you can put some additional reports up on your sales dashboard.  Two examples are shown at the left – finally a look into invoices by account, or open invoices by rep!

When you move advanced quoting off of Excel sheets, an ERP system, or third party app and integrate quoting into Salesforce, you now have all the quoting data on the Salesforce platform as well. This gives you a view into some of the data points shown below, like expiring quotes, quotes by rep, etc.

These examples are just a small slice of the possibilities, but I think gives you a good idea of what information you may be missing if your systems aren’t fully aligned. Your ERP, Salesforce, and quoting engine are integral to your day-to-day business–doesn’t it make sense for them to roll up into one consolidated dashboard?

If you’d like more information about the ways Luxent can help you integrate your ERP and Salesforce platforms and implement a better quoting solution, please contact us.

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