Meet our Principal Consultant, Daniel Sienkiewicz, and his take on AEC and O&G engagement through Salesforce
When I worked at Salesforce, the most accomplished Account Executive that I ever had the pleasure of working with used to say he wished he could change the name from “Salesforce” to “Engagement Force”.
Too long for a good company name in my opinion. Uphill marketing battle. Interesting thought, though.
Context is everything. In 2019, to work with prospective customers (which that Account Executive did) who have yet to rely on any type of cloud-based technology to run their business (more common than you think), means you are generally working with established companies and/or established industries. “Established” here should not be misinterpreted with any negative connotations. I literally mean companies that have weathered the economic rollercoaster of the past 40 to 50 years and are still around. Using Excel documents to track business critical processes does not give the go-ahead to scoff. How long has your company been around?
“Companies and industries that have been around for many years may have a difficult time understanding that every single aspect of their business that is related to engaging their client and engaging internal teams can be managed on a single technology platform: Marketing, Sales, Service, Self Service, Analytics, and Collaboration.”
If I am a decision maker in a booming, albeit established enterprise, I see Salesforce and think Sales. It’s literally in the name. “CRM is for salesy companies”.
Something about judging and books and covers comes to mind on that. However, much of this onus is ensuring that we are speaking a client’s language before attempting to paint a vision using a tool they find irrelevant.
Maintaining AEC and O&G Existing Relationships is Wildly Important to Continue to Grow
Working with the Architecture, Engineering, and Construction (AEC) industry, I have guided companies in migrating their inbound bid, RFP, and go/no-go process onto the cloud. This provides immediate consumption of inbound request information, the ability to engage the right team at the right time, and automating the collaborative interaction needed to provide a response before a competitor. This isn’t even delving into the handoff process and engaging project management, again all in the same platform.
Working with mid-stream oil and gas (O&G) companies, such as oil field services, it becomes very apparent the business is built on relationships. Rarely are you getting new customers; maintaining existing relationships is wildly more important to continue to grow.
What happens when a field rep/tech/operator who owns the relationship with your customer leaves? How do you keep track of which customers you haven’t given any love to in 6 months, who may have a job on the books for you but someone else stepped through their door recently? How are you managing the scheduling, dispatch, trunk stock, and sign-offs that are happening in the field?
How are you engaging these people (customers, employees, stakeholders) throughout your business processes?
Personally, I’ve found a lot of success leveraging Engagement Force. Wait, I meant Salesforce.