Challenges
- The client needed better control over the sales forecasting process.
- Required better visualization of the forecasting, revenue scheduling, and revenue recognition processes.
- Needed to enable a regional sales manager to figure in reimbursable expenses and journal entries in the final recognized revenue.
- The objective of the project was to enable forecasting functionality and update the current system configuration to use both Out-of-the-Box (OOB) and custom enhancements.
Solutions
- Enhanced visibility of the revenue scheduling process.
- Built a custom forecasting tab that showcased revenues for each user at various stages of the sales process in graphical and tabular formats.
- Designed a custom reimbursable expenses page which enables a regional sales manager to add billable expenses for the region (EMEA/APAC/NA).
- Integrated recognized revenue data from Netsuite into Salesforce to provide a complete understanding of the company’s sales funnel.
Tools & Technologies
Salesforce, Eclipse, Microsoft Excel
Key benefits
- Enhanced control over the sales forecasting, revenue scheduling and revenue recognition processes in the sales funnel, thereby providing precise revenue numbers and advanced analytical capabilities.
- Enabled regional sales managers to account for reimbursable expenses and journal entries in the sales revenue.
