Integrating Legacy Systems with Salesforce for Solar

This multinational energy company, founded in 1981, delivers residential, community, and utility-scale solar development projects, plus onward solar-generated power provision to multiple markets. The technology team’s task was to create one definitive source of customer information, and for that, Salesforce offered the perfect platform. That’s when they came to Endiem.

“A lot of entities operated entirely independently for everything: ERP, operational data, customer communication. It's tough to unwind all of that.”

Salesforce Program Manager

The Problem

With a growth strategy driven by mergers and acquisitions, this organization consisted of separate entities offering a diverse portfolio of services in the solar energy sector and beyond. The leadership team had set the strategic challenge of organizing the business by industry verticals to streamline their offering and operation.

A fundamental part of this challenge was rationalizing the complex range of systems, including Microsoft Dynamics, Sugar CRM, SAP, and Siebel, underpinning their existing operation. 

Our Approach

“Salesforce should be the system of record for our customers and give us that 360-degree view.” 

Salesforce Program Manager

When it comes to consolidating complex legacy systems, the Endiem approach always begins with one business process, rolls out, and then moves onto the next.

We recommended that this client should begin their transition to Salesforce by zeroing in on their sales process. Endiem configured the solar sales process infrastructure within Salesforce and migrated the relevant data to their org. Every sales opportunity is now tracked in Salesforce by pre-defined maturity-based stages, all the way to close, allowing the executive team to see the entire sales pipeline.

The Results

The team can now base their decisions on accurate and real-time sales data.

“We’ve leveraged Endiem for our Salesforce implementation. They were able to provide a solution that allowed us to standardize our processes but at the same time, configurable enough to meet our needs. It’s been a really good experience.” CIO

The Future

With the sales operations successes under their belt, the team has its sights set on bringing CPQ (Configure, Price, Quote) operations onto Salesforce. Project management process transition will continue to roll out across all development projects, with a pilot planned to leverage field services technology to power the pre and post-install delivery.

In short, this organization is on its way to revolutionizing solar operations on the Salesforce platform over the coming years.