ENWAY | Salesforce Partner

Customer

The Customer, based in Southern Europe, provides high-quality coffee, consumables, and equipment for the café industry.
 

Challenge

Before partnering with ENWAY, the Customer relied on spreadsheets and pivot tables to manage its sales and reporting processes. This approach limited efficiency and made it challenging to manage leads, track sales opportunities, and generate insightful reports.

The company sought a comprehensive solution to streamline its sales processes and automate reporting with tailored dashboards that would meet its specific needs.
 

Solution

Through ENWAY’s Quickstart Sales Cloud Implementation, the following solutions were delivered:

1. Initial Sales Cloud Setup: Configured to meet the Customer’s unique requirements.

2. Customized Sales Process: Fully mapped sales workflows, from lead management to closing opportunities, including custom lead statuses tailored to the Customer’s business.

3. Data Management: Added Objects for tracking products and equipment, ensuring data storage for sold items and installed assets.

4. Quoting Process: Developed a streamlined quoting feature with the ability to generate and send PDF quotes directly to customers.

5. Post-Sale Case Creation: Enabled automatic creation of training and installation cases upon closing sales. Read more about service process implementation for the Customer here.

6. Automated Reporting: Replaced pivot tables with dynamic dashboards and reports, offering real-time metrics and insights for sales and service teams.
 

Results

As a result of Salesforce implementation, the company is better equipped to scale its business and deliver exceptional service to its customers.

All data, including customer information and products, is centralized, simplifying management. Understandable and transparent sales processes saved time and allowed the team to focus on selling, while automated reporting enhanced insights and decision-making.

Customer

A global financial company.
 

Challenge

For several years, the customer used a basic data-collection form to save details in Salesforce CRM. However, online orders made up only a small percentage of the company’s overall deals, and none of these could be processed automatically. Additionally, the customer lacked marketing automation for clients who started but did not complete the form.
 

To increase the number of online orders, the Customer asked ENWAY to develop new forms with these features:

- Availability in 10+ European countries, supporting both English and local languages

- Integration with electronic signature services for documents

- Payment processing via country-specific payment gateways

- Deduplication logic for existing customers

- Automated marketing campaigns for abandoned orders
 

Solution

The ENWAY team developed a unified form architecture for various European countries using Salesforce-based technologies like Lightning Web Components and Apex.

- Forms were integrated with the customer’s product catalog to ensure they were always up-to-date.

- A deduplication process was implemented using different scenarios based on contact details and existing customer information.

- Credit decision logic was integrated with the customer’s credit engine application.

- Docusign was added as a separate step in countries requiring signatures.

- Payment gateways were integrated to facilitate immediate card ordering.

- Several marketing campaigns were created to notify customers of abandoned forms.
 

Results

ENWAY and the Customer have launched new forms in 10+ countries. Each country has customized form steps, a responsive design, and supports both local languages and English. Connecting with the Customer’s credit engine, electronic signature services, and payment gateways enables clients to order cards online without human interaction, saving time and providing a new, fully automated digital channel. If a client forgets to finish their order, marketing automation campaigns send notifications, allowing them to continue from where they left off.

Customer

Multinational consultancy firm with offices in the Middle East, Asia, Europe, and the USA.

Challenge

To streamline its processes, the Customer decided to move to another project time-tracking app. The company chose Salesforce to combine both CRM and project management capabilities. ENWAY was chosen as a trusted and skilled implementation partner for these projects.
 

Solution

What we delivered during the Salesforce implementation process: 

- Initial Sales Cloud configuration;

- Setting up the entire sales process, from open lead to closed-won opportunity;

- Adding customer-specific custom objects, like Planned Roles;

- Adding custom fields to standard objects (e.g., planned project dates);

- Creation of essential reports and dashboards;

-User training. 
 

Results

With a Salesforce Sales Cloud as a CRM, the Customer benefits from a single, comprehensive view of potential and current customers. All the data about customers and project details is stored in the same place, making the whole process transparent. That increases manageability and reduces manual efforts and operational inefficiencies, allowing the team to focus on higher-value activities.

Customer

A global financial company.
 

Challenge

The Customer faced challenges in processing and managing orders from Salesforce-based online forms across multiple countries. In these regions, local laws required agreements to be signed before purchases could be completed. The manual process of collecting signatures caused delays, introduced errors, and created compliance risks. These inefficiencies not only slowed down client onboarding but also made real-time order tracking difficult.

To address these issues, ENWAY was tasked with integrating Docusign software into the Customer’s online order forms, automating the signing process, and improving overall efficiency.
 

Solution

Key milestones that the ENWAY team performed:
 

• Initial Setup:
  We downloaded and configured the “Docusign eSignature for Salesforce” managed package.
   
• User Creation and Permission Management:
  The ENWAY team created user accounts and assigned the relevant permissions based on roles and responsibilities.
   
• Document Template Setup:
  Custom templates were created for each country, taking into account local legal requirements and language preferences.
   
• Dynamic Data Insertion
  We incorporated variables within the Docusign templates to automatically fill in client-specific data, such as names, addresses, and account details, directly from Salesforce.
   
• Data Storage
  In a custom object in Salesforce, we set up storing and tracking all relevant info, such as the document status, delivery time, signing time, and the signer's identity.
   
• Docusign Integration into the Order Form
  The development team embedded Docusign into the customer’s online order forms, automating the document process. When a client reaches a certain step in the ordering process and agrees to the terms and conditions, a Docusign envelope is automatically sent to the client’s email. This allows clients to sign agreements electronically, making the process fast, secure, and easy.
   

Results

With ENWAY’s help, the Сustomer successfully streamlined their sales process by integrating Docusign with the online order forms and synchronizing it with Salesforce. The time required to onboard new clients was reduced, allowing clients to sign agreements and activate services within minutes.

The technical implementation, including the setup of document templates, dynamic data insertion, user management, and automated synchronization, not only improved operational efficiency and data accuracy but also ensured compliance with financial regulations across multiple regions. 

Customer

The Customer is a leading SaaS platform in the education sector, with offices in the UAE, USA, and several other countries.

Challenge

The customer had been using Salesforce Sales Cloud Professional Edition for a few years. As the company grew and entered new regions, they needed more advanced tools to support their work. To meet these needs, they chose to upgrade to Salesforce Unlimited Edition. 

Solution

Here are the main milestones the ENWAY team achieved during the project:

1. Sales Cloud Configuration
We configured Salesforce Sales Cloud in the new Unlimited Edition org to match the customer’s current and future business needs.

2. Business Process Improvements
Existing Salesforce business processes were refined to align with the company’s updated strategies. We introduced new layouts, automation, streamlined workflows, and improved business logic.

3. Cadence Setup
The ENWAY team configured the Cadence add-on for automated outreach sequences and aligned it with the customer’s workflow in the new Unlimited Edition org.

4. Reports and Dashboards Creation
We created new reports and dashboards tailored to the needs of administrators, SDRs, and AEs. Each report was built with the correct structure, filters, and visualizations, and optimized for performance while considering system limitations.

5. Zoom Application Installation and Setup
The Zoom app was installed from the Salesforce AppExchange and configured to allow users to make phone calls directly from Salesforce.

Results

With the help of ENWAY, the Customer now has a fully integrated CRM with extensive process automation. We successfully configured Salesforce Sales Cloud in the new Unlimited Edition org to meet both the company’s current and future business needs. Automating the outreach process sped up communication with clients and made it easier. The Zoom-Salesforce phone integration feature further enhanced call tracking and management. Additionally, the new reports and dashboards provide advanced analytics, enabling the company to make data-driven decisions more effectively.

Customer

The Cyprus-based telecommunications company. 

Challenge

The Customer previously used Freshsales CRM to manage client information. However, as the company grew, its sales process became fragmented, lacking a unified system to handle leads and customer data. The Customer needed a stronger CRM to simplify their operations and improve visibility into their sales pipeline. The solution also had to support different client types and integrate with tools for lead generation.

Solution

During the project, ENWAY successfully completed the following steps:

- Set up the initial Sales Cloud configuration.

- Developed the whole sales process from lead creation to closing a deal. This process reflects the Customer’s unique operations and varies depending on the client’s type (Wholesale, Enterprise, or SMB).

- Migrated data from Freshsales CRM.

- Integrated LinkedIn Sales Navigator with Salesforce.

- Integrated the Apollo platform with Salesforce.

- Created reports and dashboards to track key metrics.

- Provided user training and ongoing support.

Results

As a result of ENWAY’s solution, the Customer achieved a fully customized Salesforce platform that streamlined its sales process from lead generation to deal closure. The tailored approach improved sales team efficiency, with processes aligned to the specific needs of different client types. The seamless migration of data from their previous CRM, combined with the integration of LinkedIn Sales Navigator and Apollo, further improved lead management and outreach efforts.