THE CHALLENGE
A global large-scale solar array manufacturer was experiencing rapid growth. In order to support this growth and to be able to prioritize new work appropriately, the manufacturer needed to update their existing engineering and sales tools.
One of the manufacturer’s biggest challenges was that each new business opportunity—regardless of project size, location, or revenue potential—was approached in the same way. In addition, because of the manufacturer’s unique market position, these initial sales conversations involved extremely detailed and dynamic quotes. When the company experienced an increase in demand, it multiplied the amount of manual work required to design and quote opportunities, resulting in longer delays in communications to customers and the overall deal lifecycle.
The organization’s leadership team decided to implement a Salesforce CPQ solution to help prioritize potential projects and automate some of the steps involved in the quote drafting process. Because the company had never experienced a significant system implementation, they decided to bring in an independent advisor to ensure that the project was a success. Enter Sendero.
OUR APPROACH
Like many other companies, this manufacturer started as a small business with a mom-and-pop culture. As the company grew and brought in new leadership, there was a gap between employee experiences and executive expectations for the implementation. As a client advocate, Sendero’s role was to help bridge that gap and ensure that a necessary framework was in place to support an implementation of this scale.
During the early stages of the project, the manufacturer and Sendero identified two key gaps. First, the project plan was built for an Agile development approach, but there was a general lack of understanding about the process. Second, there was a shortage of resources available to test and QA the technology solution. In response, Sendero stepped in to fill the gaps.
To address the knowledge gap around Agile, the Sendero team served as the scrum master—the person responsible for managing development progress and ensuring that work is prioritized appropriately. To address the resource gap in testing, the Sendero team was able to provide data and analytics support that highlighted the KPIs that were most meaningful to the manufacturer. Sendero also supported the overall execution of UAT and administration of the testing tool, Qtest.
