Our Work

Acquisition shows Salesforce versatility

When PPG Industries acquired Comex, they wanted to mirror the success that Comex was having with their Salesforce Implementation.

They engaged Summa to help merge the different Salesforce instances, contending with multiple organizations, languages and currencies. 
PPG Industries
Global supplier of paints, coatings, specialty materials, chemicals, glass, and fiberglass.
Summa Services:
Partner Solutions Used: Salesforce

The Opportunity

PPG’s international sales teams were all over the map when it came to sales processes and customer data.

  • Each country used its own Salesforce interpretation, systems and ERPs
  • A single view of customer data was impossible
  • With the acquisition of Comex, #2 in market share in Mexico, PPG gained a company that used Salesforce very successfully, tailored to the way its sales reps worked

The Approach

Summa used Comex practice as a springboard to a single, “one org” Salesforce solution.

  • Summa first gained understanding of Comex business processes
  • Led week-long assessment including workshops and stakeholder interviews
  • Human-Centered Design team accommodated needs of sales teams and management
  • Found the commonalities among approaches to merge customer data for a single view of the customer

The Results

PPG built a strategic release roadmap, gaining sales leadership buy-in and a model for a global rollout. 

  • The project will bring American, Canadian and Mexican sales teams onto one platform with a single view of all customer data
  • Sales leaders in all three countries are actively sponsoring the first release
  • Front-line sales teams were involved early and often, leading to their ownership of the initiative
  • Project leaders addressed and resolved barriers to long-term adoption up front, such as training logistics, device usage and team variances
 
 
 

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