We started to provide a much more professional sales experience for our customers
Pioneering company in the electronic security industry in Turkey, Pronet, attracts attention with its rapid growth. Their biggest driving force of growth is innovation, and the company is one of the most aggressive companies to invest in technology. Pronet, which has increased its productivity and competitive advantages with its technology investments, has been searching for special software to better manage the sales people working in the field for the last few years and to better understand customer needs. At the end of this quest, Pronet met Kofana and Salesforce. Özgür Çetin, Deputy General Manager of Pronet Information Technologies and Supply Chain, stated that they now have a more transparent sales organization with the project they have carried out together. “At the same time, we started to have a much more professional sales experience for our customers”.
Pronet, founded 20 years ago, today it is in a strong position as the industry leader in electronic security brand in Turkey. About 200 thousand subscribers are offered security services in their homes and businesses. The company, in the search for a different software to better manage the sales staff working on the field in the last few years, has chosen Kofana and Salesforce. Deputy General Manager of Pronet Information Technologies and Supply Chain, Ozgur Cetin have stated that they are paying attention to the points such as mobile capabilities, ease of development and strong infrastructure in their solution, indicating that they have not found a solution that fully satisfies their needs since the first period they started their quest. “When we met Kofana and Salesforce, we believed that we had the right solution and we started the project.” He says. Çetin describes the project they have carried out for their sales people, the purpose of the project, the initial results and the long-term goals as follows:
Our goal in launching this project was to manage our more than 1,000 sales people more effectively, including our on-site solution partners, and to better understand the needs of our customers and give them a much better Pronet experience. We aimed to increase the efficiency of our sales people by following up and reporting on the activities they were doing. First of all, our field sales people were going to use this application, so mobile usage was very important to us. Besides this, we preferred Salesforce platform as it is easy to develop, has apowerful infrastructure and is a cloud solution.
Our sales representatives are making our Pronet presentations and solution configurations much more professional and efficient on the iPad. By making security discoveries with our customers through the iPads, they provide the design of the most accurate security solution for the needs of our customers on the software system. After security discoveries which are made online, We made our customers highly satisfied by setting up the devices in a day. This approach has also contributed to the development of our customer focused work towards our target of 100% customer satisfaction. We were able to pass on a solution that we could benefit more from customer feedback and measure our effectiveness.
Managing more than 1000 field sales people took more time before Salesforce and required more effort. We had difficulties with direct sales organizations, such as having to meet with multiple sales representatives, not matching customer and system numbers in contracts, and being unable to track sales people’ day-to-day programs electronically. With the completion of Salesforce implementation, we had a more transparent sales organization that we could follow on an activity basis. At the same time, we started to experience a much more professional sales experience for our customers.
Communication with the customer has changed
When we met Pronet two years ago, we encountered a vision that earned customers without compromising 100 % customer satisfaction, and continued to educate their employess as “Pronet Heroes” in the first place of corporate values. With these values, there was room to exceed even the most ambitious growth targets. However, existing information technology applications were difficult to support growing teams and increasing sales duties. IT management searched for a solution which has adopted agile working principles to meet the business units’ needs at a high quality and on time, working in the cloud, a mobile-ready solution, and quickly chose Kofana for Salesforce.
The solution built on Salesforce’s sales force automation application includes Customer Times mobile presentation application and automatic online / offline workflows, which is an other application in the Kofana portfolio. Today, more than 1000 heroes of Pronet visit site buyers with sales plans entirely on Salesforce, making presentations, extracting and offering solutions. Through Salesforce, managers can see and direct reports of their territory and sales team.
ÖZAN TÜRE / CEO at Kofana