Customer Success: Prairie Material

Prairie Material owns and operates a network of ready-mix concrete plants and aggregate facilities throughout the Midwest employing 1,800 people in nearly 100 locations. The company has supplied major construction projects throughout the region, including Trump Tower Chicago, the Milwaukee Art Museum addition and the Indianapolis International Airport.

Business Challenge

PrairieTo acquire new business, Prairie identifies prospective or ongoing construction projects and then deploys its sales people to bid on the material requirements for the project. The primary source for sales leads is a third-party database that tracks new construction activity throughout the region. The company lacked a CRM system and relied on paper methods and spreadsheets to assign leads and track sales activities and results. After a comprehensive RFP process and review of several leading enterprise CRM systems, the company chose SAP and RunE2E for its CRM needs.

Solution

We recommended SAP CRM RDS (Rapid Deployment Solution) for Sales, a preconfigured, fixed-scope solution that would speed time to deployment and give the company the sales management and lead management functionality it required. Our consultants lead the implementation and trained end-users on core CRM processes, such as the creation of sales activities. Using an XML feed, we integrated the third-party lead data directly into the CRM system. We also helped Prairie cleanup legacy sales data that were out of date or inaccurate.

Results

The company now enjoys a centralized CRM to input and update contacts and sales activities. Prairie management uses the system’s opportunity management tools and pipeline reporting to more accurately track ongoing sales cycles and forecast results. Timely third-party lead data is fully integrated and inaccurate information has been cleansed from the system, improving search results and usability.

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