MAN Netherlands was already using Salesforce for its CRM but was hitting the limits of its in-house knowledge and capacity. The marketing team generated leads for the 33 dealer locations, but their insight ended there. “We would deliver leads based on postal code, but after that, we had no idea what happened to them,” explains Marketing Manager Roy van de Giessen.
The Challenge: A ‘Black Box’ Between Marketing and Sales
The lack of insight into the sales process was the biggest challenge. What was the follow-up on a lead? What was the result? Without this data, it was impossible to measure the effectiveness of marketing efforts or to strategically improve the sales process. Furthermore, different salespeople used different definitions for key stages in the process, which stood in the way of standardized reporting.
The Solution: A Joint Blueprint for Success
Instead of a large consulting firm, MAN sought a flexible specialist and found one in Welisa. The collaboration focused on creating a clear, standardized sales process. A new way of working was defined in a pilot project. Roy says, “We mapped out the entire workflow: from leads to conversations, to quotes and the final result. This forces you to establish clear definitions and processes.”
Welisa then translated this new, collaborative workflow into a technical “blueprint” in Salesforce.
“Welisa truly gets to know our business: they want to know the exact question and understand the processes MAN needs.”
The Result: A New, Effective Way of Working
The ‘black box’ is gone. MAN now has full insight into the sales funnel, from the initial lead to the final deal. This enables the central organization and its dealers to work the market as one team and operate much more effectively.
According to Roy, the key to this success lies not just in the technology. “Welisa also places a strong emphasis on training the users, ensuring they adopt the new way of working. That is crucial.” This blueprint will be rolled out to all Dutch dealers in the coming years.
A Partner That Thinks Strategically
The choice for Welisa was a deliberate one. “You need an incredible amount of Salesforce knowledge, which is impossible to keep up-to-date in-house,” says Roy. “Moreover, Welisa truly gets to know our business. They ask the right questions to understand the processes we really need.” This results in a solution that not only works technically but also perfectly aligns with MAN’s business goals.
