Harvey Building Products Case Study
Harvey Building Products Increases Sales Productivity with enosix.
Empowering Digital Transformation
In the last few years, Harvey Building Products has placed their focus on how to digitally transform by leveraging technology that will empower their employees with more customer insight. However, even though the company had many customer relationships to manage, they did not have a Customer Relationship Management (CRM) solution in place.
For more than 60 years, Harvey Building Products has manufactured and distributed replacement windows, doors, and building products, with a competitive advantage on providing customers with quality products and exceptional service.
Peter joined the newly formed Sales Operations team in 2018, and his top priority in empowering the sales team was to implement a CRM solution.
- Headquarters: Waltham, Mass.
- Employees: 1,300+
- Industry: Building Materials/Manufacturing
- Solution: enosix Surface
Integration on Day One
Quickly after joining the Sales Operations team, Peter performed a needs assessment identifying the shortfalls in the lack of a CRM. Previously, the company stored all of their customer information in their ERP system, SAP® . Following the assessment, Peter outlined what ‘good’ looks like when implementing a CRM.
When pressed on what it would mean to not have integration from the beginning, Peter further explained,
“It’s debilitating to have to go into two different solutions. It’s very frustrating to be on the front line and have to decipher which solution to go into in order to get the information you need. But, what better message to deliver as a sales leader than to be able to say, ‘All you have to do is go into Salesforce. The information is right there for you.’”
Evaluating the Options
Peter, along with members of the IT, Sales, and Sales Operations teams considered several CRM solutions. In order to accommodate Peter’s vision of integration from the start, Salesforce and enosix presented a solution that was tailored to their specific goals and anticipated challenges.
“enosix was able to immediately speak to our needs because of their familiarity with SAP…”
…In addition, the enosix team recommended a solution that provided them with integration on day one, and the ability to build on that foundation over time. He continued, “The enosix team recommended an approach that was well-thought out and process-driven. And, in an area where we knew we’d have to spend a lot of money, enosix oﬀered a cost-eﬀective solution. That does not typically go hand-in-hand with a wholesome solution, so, we quickly identified that enosix would be the ideal integration solution if we selected Salesforce as our CRM system.”
Already impressed by Salesforce and enosix, the team continued to evaluate several CRM systems, using the integration capabilities from enosix as a measuring stick for comparison. After careful consideration of price and CRM to ERP integration capabilities, Harvey Building Products selected Salesforce and enosix.