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A Salesforce solution enabling Accouter Group to optimise their sales process and maximise lead conversion

The background

Accouter Group specialises in prime real estate services, luxury interior design and furnishings for some of the world’s leading businesses, institutions and private clients.

They have one of London’s most innovative company portfolios, covering Accouter DesignA.LONDONBoxNine7, and The London Management Company. 

The problem

Accouter Group had an under-utilised Salesforce instance that was not benefitting their team. It was “a glorified rolodex” offering no real value to the businesses within the group. They challenged Ribbonfish to make use of and build on their Salesforce Sales Cloud platform, creating a system that their Business Development Team and Managers could use to facilitate their processes and extensive portfolio.

The solution

Firstly, we ensured that all stakeholders were fully involved and engaged in the project. To achieve this, we presented a walkthrough of how our Flash Project and Agile approach would work for Accouter. We then spent time with a product lead from each company within the group, in order to capture requirements and define processes. This enabled us to remove duplications and determine the most efficient architecture.

Our “keep it simple” philosophy was key to this project, and this was considered carefully to make the end user experience seamlessly smooth. Close communication with Accouter meant that our lead developers could be supremely agile, building in requirements as soon as they were agreed.

In a nutshell, the solution was an implementation of Salesforce Sales Cloud, with bespoke customisation to meet Accouter Group’s requirements. As part of the delivery, we provided training to Directors and Business Development Managers, alongside detailed documentation.

As a result, their team was able to efficiently share contacts, and manage customers relationships – working with a consistent sales process for management to monitor and report on.

The outcome

Ribbonfish also provided some 1-to-1 mentoring for Accouter’s Salesforce apprentice throughout the project encouraging good practice and ultimately self-sufficiency.

Ribbonfish also audited Accouter Group on their existing data quality, providing options / approaches for data cleansing.

As a result of the implementation the Accouter team were able to effectively share contacts, and manage customer relationships.  The team now have a consistent sales process across the various companies within the group and management reporting.

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