BACKGROUND

AS A LEADING CHINA-BASED GLOBAL BRAND CONSULTANCY THAT HAS EXPANDED RAPIDLY OVER THE LAST FIVE YEARS, LABBRAND REALISED THAT THEIR EXCEL-BASED CRM AND PROJECT MANAGEMENT COULDN’T SUPPORT FUTURE GROWTH. WHEN IT STARTED TO LOOK AT SOFTWARE TO AUTOMATE THESE PROCESSES A YEAR AGO, SALESFORCE.COM WAS THE FRONTRUNNER. BUT AFTER MEETING WITH PARTNER TRIGGER NETWORKS, LABBRAND BECAME CONVINCED THAT NETSUITE WAS A BETTER FIT FOR ITS UNIQUE BUSINESS PROCESSES.

SOLUTION

WHILE LABBRAND FELT SALEFORCE.COM WOULD FORCE FIT ITS PROCESSES TO SALESFORCE WORKFLOWS, TRIGGER NETWORKS COULD QUICKLY CUSTOMISE NETSUITE FOR CONSULTING PROCESSES THAT ARE A COMPETITIVE ADVANTAGE FOR LABBRAND.

OUR SOLUTION INCLUDES THE FOLLOWING FUNCTIONS: 

• A “LEAD QUALIFICATION QUESTIONNAIRE" ALLOWS USERS TO ASSIGN A “QUALITY SCORE” TO EACH NEW LEAD. THIS SCORE HELPS SALES REPS TO ESTIMATE THE PROBABILITY OF CLOSING THIS LEAD.
• CUSTOMER DATA IN THE CRM IS USED TO AUTOMATICALLY ASSIGN LEADS TO RELEVANT EMAIL GROUPS, BASED ON INDUSTRY, CONTACT POSITION/ROLE, GEOGRAPHICAL LOCATION AND LEAD STATUS. THE MARKETING DEPARTMENT IS THEN ABLE TO ENACT HIGHLY TARGETED EMAIL CAMPAIGNS BASED ON HIGHLY SPECIFIC TARGET AUDIENCE PROFILES.
• WHEN A GENUINE SALES OPPORTUNITY IS IDENTIFIED, SALES REPS WILL COMPLETE AN OPPORTUNITY PROBABILITY QUESTIONNAIRE FORM, WHICH AUTOMATICALLY ASSIGNS A PROBABILITY TO CLOSE BASED ON THE TOTAL SCORE CALCULATED FROM THE ANSWERS TO EACH QUESTION ON THE FORM. THE SYSTEM CONSOLIDATES THIS DATA TO GENERATE REAL TIME SALES PIPELINE REPORTS, WHICH GIVES  THE EXECUTIVE TEAM A CLEARER PICTURE OF EXPECTED NEAR TERM REVENUE ACROSS ALL GLOBAL OPERATIONS.  
• NETSUITE’S QUOTATION FORM ALLOWS SERVICES COMPANIES TO ADD SERVICE ITEMS TO A QUOTE WITH ALL RELEVANT INFORMATION FOR EACH SERVICE ITEM MAINTAINED IN THE SYSTEM, INCLUDING LIST PRICE AND BASE COST. THIS ALLOWS SALES TEAMS TO PUT TOGETHER QUOTES WITHIN SECONDS AND AUTOMATICALLY GENERATE A PRINTABLE DOCUMENT THAT CAN BE SENT TO CLIENTS.
• ONCE THE BID IS WON, A PROJECT IS CREATED BY THE DELIVERY TEAM. ON THE PROJECT RECORD, ALL SERVICE ITEMS IN THE RELATED QUOTATION ARE AUTOMATICALLY ASSIGNED AS TASKS TO THE RELEVANT PROJECT TEAM MEMBERS.
• INVOICES ARE ISSUED WHEN  RELEVANT PROJECT MILESTONES ARE MET. INVOICE INFORMATION, INCLUDING SERVICE DETAIL AND PRICING IS AUTOMATICALLY PULLED FROM INFORMATION ON THE QUOTATION FORM THAT IS CONFIRMED AND SIGNED BY EACH CUSTOMER, WHICH SIGNIFICANTLY REDUCES MANUAL WORK REQUIRED BY THE FINANCE TEAM TO BILL CUSTOMERS.

RESULTS

• HARMONISED DATA AND NETSUITE’S TEMPLATES HAVE HELPED CUT THE TIME TO CREATE A QUOTE IN HALF.
• AUTOMATED ALERTS REMIND EMPLOYEES OF CRUCIAL ACTIONS.
• DASHBOARDS DISPLAY NEW LEADS, CONTACTS AND OPPORTUNITIES DAILY, AND HELP EXECUTIVES MONITOR MONTHLY PERFORMANCE KPIS.

LABBRAND PLANS TO OPEN OFFICES IN JAPAN AND SINGAPORE WITHIN THE NEXT YEAR, AND 16 OFFICES GLOBALLY BY 2025. WITH TRIGGER NETWORKS, IT WILL CONTINUOUSLY OPTIMISE NETSUITE, LAUNCHING PROJECT MANAGEMENT FUNCTIONALITY FOR BETTER VISIBILITY INTO WORKFLOWS, AND MINE ITS DATA WITH BUSINESS INTELLIGENCE TO SUPPORT AMBITIOUS GROWTH.