Digital Transformation of a Client’s Sales Department Case Study
Background: Trigyn’s direct client is a global manufacturer and distributor of high quality health and safety equipment. Faced with increased competition from new market entrants, the client re-engineered its sales process incorporating a consultative selling methodology designed to quantify the safety and productivity benefits of choosing higher quality protective products made by the client and expressing them in financial terms.
To support this sales transformation, the client identified a need for an elaborate digital tool that would guide representatives through a consultative selling process where they would audit a client’s factory or worksite and document the various health and safety risks observed. The tool would calculate savings opportunities based on a range of authoritative data sources. The tool was conceived to allow sales representatives to calculate the financial benefit of using the client’s solution over an incumbent product and quantifies it in terms of reduced frequency of product replacement, reduced injury and disability rates, reduced product defects and increased workflow efficiency.
Trigyn Approach: Trigyn designed and developed an innovative desktop and iPad-based application which integrates with extensive cloud-based datasets through mobile connectivity and includes a reports engine capable of generating custom presentations and proposals in a wide range of document formats, in any of 20 different languages.
The scope of Trigyn’s role included the following:
- Requirements gathering,
- Solution architecture and database design,
- Development and unit testing,
- Deployment, system integration testing & user training,
- User acceptance testing,
- Go-live & support, and
- System enhancements, maintenance & support.
Trigyn currently has teams dedicated to the development of ongoing user experience enhancements to the application as well as providing maintenance and support utilizing a hybrid Managed Services model.
Outcome: The Innovative Solution developed by Trigyn has netted the project team several business innovation awards and allowed the client to elevate its business relationships from transactions to true value-based partnerships.
Our client credits the application with helping their customers reduce overall costs by 30% while allowing the client to realize increased margins, larger deal sizes and extremely high customer retention rates without having to compete on price.