Eigen X Case Study - AHF Products

Client Overview

Location: Mountville, PA, USA

Employees: 2,000

Industry: Direct Manufacturing

Solution: Sales Cloud, M3 Integration

Go-Live Dates: August 4th 2024

AHF Products’ brands have been known in America as leaders in hardwood flooring solutions for residential customers. Their trusted, nationally recognized brands include solid & engineered hardwood flooring, wood-look luxury vinyl flooring, & next-generation flooring solutions. They service a wide range of commercial customers with quality flooring from small businesses to large national retailers. Headquartered in Mountville, Pennsylvania with manufacturing operations across the United States & in Cambodia, AHF Products employs over 2,000 dedicated team members.

Challenge

• ERP (Infor M3) Product & Account data not integration with their legacy CRM for Sales Team consumption​

• Dashboard & report security constraints based on their existing security model for Sales Dashboards​

• Ability to attribute Sales opportunities to more than one entity & Sales representative ​

• ​Lead generation control was not in properly in place in the legacy CRM, contributing to duplicate contacts, accounts, & opportunities ​

• Leveraged as much out of the box Salesforce functionality as possible, while catering to business needs for automation

Solution

• Implemented new Sales business process within Salesforce, so that the system was not changing to the business, which would have resulted in a highly customized solution​

• Configured product & account ERP integration processes utilizing Infor ION, allowing for accurate address, SKU, & client data, which is now accessible in Salesforce via the Infor Ion integration​

• Created Dashboards & Reports for management & the Sales representatives leveraging native Salesforce role hierarchies & profiles for appropriate visibility ​

• Connected HubSpot to Salesforce for Lead generation, while also having duplicate reports in place to allow AHF team members to manage duplicate data

Result

• Highly out of box functionality CRM solution that is leveraged by over 20 users on the Sales & Management teams​

• Accurate Product data flowing into the system allowing for accurate initial Opportunity dollar amounts & automation to ensure pipeline truthfulness ​

• Dashboards & reports that provide insight into the Sales Pipeline, allowing Sales Representatives to see how their peers are doing with nearly real time updates ​

• Increased extendibility of the platform for future integrations for leads by creating an architecture that was minimal technical debt, custom objects, & over-engineered user & profile security