Manufacturing, autonomous security roboticsAutonomous Security Robotics Manufacturer
A global security robotics manufacturer replaced a poorly configured Salesforce org with a clean Sales Cloud build, and laid the groundwork for a Partner Community to activate its international distributor network.
The client is a manufacturer of autonomous outdoor security robots that sells through both direct channels and an international distributor network, serving enterprise and government customers across many countries. The company had completed an initial Sales Cloud setup with a prior partner that was not properly configured and not delivering the channel visibility leadership needed, and Partner Community licenses sat unimplemented. SiiMPLY7 was engaged to fix the Sales Cloud foundation and define the path to activating the Partner Community.
The challenge
The existing Sales Cloud configuration from a prior partner was not built for how the business actually sells. Leads arrived from trade shows, conferences, and events and landed in the CRM with no structured routing or fit-scoring. Leadership had no visibility into partner health, newly onboarded partner pipeline, or which distributors were engaging. The Partner Community licenses were untouched, so the channel could neither receive shared leads nor return leads to the manufacturer.
The solution
SiiMPLY7 rebuilt Sales Cloud around the company's actual sales motion, direct deals and distributor-driven opportunities, with proper lead management, opportunity stages, account and contact structure, and reporting. Alongside the Sales Cloud build, SiiMPLY7 ran a discovery and assessment of the Partner Community gap, mapping geography-based lead routing, two-way lead sharing, partner onboarding workflows, and partner health dashboards to a prioritized scope of work for the next phase.
Implementation highlights
What we built.
- Sales Cloud rebuilt from the prior misconfigured org with proper lead management, opportunity stages, and account structure
- Sales process and pipeline configured for both direct and distributor-driven deals
- Reports and dashboards giving leadership visibility into pipeline and partner activity
- Current-state review of the unimplemented Partner Community licenses and the gap to the target channel model
- Documented requirements for geography-based lead routing to distributors
- Prioritized Partner Community scope of work presented to stakeholders
Results
Replaced a misconfigured prior build with a properly structured org aligned to how the team sells
Leadership gained dashboards across both direct and distributor-driven deals for the first time
A prioritized plan for activating the channel with lead routing and partner health dashboards
Engagement summary
SiiMPLY7 rebuilt the client's Sales Cloud org on a clean foundation aligned to their direct and distributor sales motion, and delivered a prioritized Partner Community scope ready for the next phase.
What's next
The next phase is building out the Partner Community to activate the international distributor network, standing up geography-based lead routing, two-way lead sharing, partner onboarding flows, and partner health dashboards.
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