Schneider Electric quadrupled its solution-selling with Salesforce.

The Challenge
The Solution
The Result

Schneider Electric is a global specialist in energy management and automation. Its connective technologies, in use in around two thirds of the world’s buildings, are aimed at improving energy efficiency to enable energy saving and sharing.

Rapid organic growth and acquisitions left Schneider Electric with silos of customer data on disparate systems. It needed a single customer-centric solution accessible on mobile devices for its 120,000-workforce to enable customers achieve energy efficiency.

The company had been using Salesforce CRM since 2010 and knew it to be highly scalable, cloud-based, trusted and secure with an increasing number of tools to leverage this, adding:

  • Service Cloud
  • App Cloud along with more than 30 apps through App Exchange
  • Community Cloud

With Salesforce Schneider Electric quickly rolled-out a single platform for all its customer data that overcame low adoption rates of past approaches:

  • Within two years 30,000 employees in 70 countries were using Sales Cloud to increase sales and improve customer service
  • 3 million customer account records were populated with 10 million interactions
Salesforce as a single-version of the truth revolutionized how Schneider Electric manage their customers:
  • Connecting all its customers, staff and suppliers
  • The global sales team has a 360-degree view of each customer
  • Mobile technology from Salesforce means access for everyone from anywhere
  • Employees collaborate across disciplines and geography
  • Service Cloud enables 4,000 service agents to solve 10 million cases per year
  • 43,000 Salesforce users and 400,000 partners work together through Community Cloud

Service capabilities, quality processes, digital channel management and partner management are all organized with Salesforce.

The single customer platform has led to improved customer experiences:

  • Increased efficiency and increased customer satisfaction
  • Data tools and fact-based analysis enables deeper understanding of customers over time
  • Combined with product data this drives product and service innovation
As a result, solution sales have increased to 40% of its revenue compared to just 10% in 2009.

Future-plans include:

  • More apps to mine its data
  • Harnessing the Internet of Things through its millions of connected devices, uploading data into the cloud for analysis to provide information and predictive intelligence

QUICK FACTS

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Service Cloud enables 4,000 service agents to solve 10 million cases per year.

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Using Sales Cloud, 30,000 employees in 70 countries increased solution sales to 40% of revenue from just 10% in 2009.

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43,000 Salesforce users and 400,000 partners work together through Community Cloud.

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