Salesforce integration

In 2013, Hewlett-Packard Enterprise announced its plan to replace Oracle Siebel with a new CRM system for thousands of employees across the organization, including 160 employees in Croatia.

Overview

As the project lead for HPE Croatia's transition from Siebel Oracle to Salesforce, I spearheaded the modernization of CRM systems for the sales and marketing departments. The goal was to create a unified platform that provided clear visibility from lead generation to opportunity and WON deals.

<aside> 💡 “Trends like cloud, mobility and big data are creating a ‘New Style of IT’ and transforming what enterprise customers expect and need from technology.” said Meg Whitman, president and CEO, HP.

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In Nov. 18, 2013 Salesforce and HP announced a strategic partnership to create the Salesforce Superpod, powered by HP’s technology and fully managed within Salesforce hey boys infinity is ITV promote some Naruto Austria oh Photo of some Naruto is conduct centre Super acro car my photo Zara move but Active stop Mona Lisa me Zara proposal visit yeah a lot to suede la la la la la la la la la read speech to text’s world-class data centers. This collaboration aims to serve the world’s largest enterprises, with HP as the first customer.

<aside> 💡 “The Salesforce and HP partnership is a breakthrough in cloud computing,” said Marc Benioff, chairman and CEO, Salesforce.

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KEY CHALLENGES

The existing Siebel Oracle CRM system was too rigid to keep up with HPE's evolving needs. Its outdated interface and slow performance frustrated users, leading to reduced productivity among sales and Sales Ops. Additionally, disconnected systems across departments created data silos, limiting collaboration and access to real-time customer insights. On top of that, the high cost of maintaining the legacy system made switching to a more flexible and cost-effective cloud-based solution a necessity.

WORKFLOW

Planning and Strategy:

• I worked closely with sales, marketing, and IT teams to define clear goals and requirements. Acting as the main point of contact for Croatia, I ensured alignment with the global team while addressing specific local needs.

Customization and Integration:

• I customized Salesforce to accommodate HPE’s complex business processes, including sales forecasting, pipeline management, and sales support.

Data Migration and Cleaning:

• Conducted a thorough data audit to clean and prepare data for migration.
• Migrated records from Siebel Oracle to Salesforce using ETL (Extract, Transform, Load) tools.
• Integrated Salesforce with key enterprise systems, including ERP, marketing automation, and analytics platforms.
• Implemented APIs to enable real-time data flow and reporting.

Testing:

• I carried out thorough testing to ensure everything worked smoothly.

User Adoption and Training

• I provided hands-on training for the sales and marketing teams in Croatia, tailoring sessions to their specific roles and ensuring they felt confident using Salesforce. I also offered ongoing support to address any questions or challenges during the transition.

Challenges and Solutions:

Resistance to Change:

Addressed concerns through change management initiatives and frequent communication about benefits.

Data Quality Issues:

Advanced data cleansing tools and processes were implemented to ensure data accuracy.

Complex Integrations:

Collaboration between countries facilitated the smooth integration of existing systems.

By jointly developing and using each other’s technology, the Salesforce Superpod delivered the highest standard in performance, reliability and management.

Benefits and Results of the implementation in Croatia:

• A 95% adoption rate was achieved due to Salesforce’s intuitive interface and role-specific dashboards.
• Sales cycle time was reduced by 25%, thanks to streamlined workflows and real-time access to customer data.
• Better collaboration among sales teams through shared data and insights.
• Increased visibility into sales pipeline and performance metrics.
• Real-time reporting and analytics for informed decision-making.
• Scalability and flexibility to adapt to changing business needs.

<aside> 💡 The transition from Siebel Oracle to Salesforce empowered HPE to modernize its sales and service processes, enhancing operational efficiency and customer satisfaction. This case study demonstrates how a strategic approach to CRM implementation can drive significant business outcomes, making it a valuable addition to any portfolio.

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TESTIMONIALS

SALESFORCE IMPLEMENTATION CASE STUDY