Enerdrive Case Study
We’ve been in this business for over a decade and over that time we’ve heard our share of customer relationship management (CRM) horror stories.
If you’ve ever been involved in a CRM implementation, either as a consultant or within your company, you unfortunately may have heard these sentiments.
Starting the conversation
This was how the conversation started between Enerdrive’s Chris McClellan and Evolution Marketing’s Darren Flood whilst mountain biking together. Riding together over 18 months Chris chatted about his frustrations with his existing CRM.
Twelve months and many conversations later Evolution Marketing revived Enerdrive’s confidence in how to use CRM in business.
Enerdrive’s CRM implementation has been an overwhelming success for one reason: we didn’t set out to simply fix their CRM issues. Instead, we provided an effective sounding block for Chris’s dilemma and took the time to understand his business objectives.
Through conversation and consultation we tailored an integrated, innovative and sustainable solution combining ACT! , Quoteworks, MYOB Exo accounting system and email marketing.
The steps we took with Enerdrive are the same ones we follow with all our CRM implementations.
Evolution Marketing has refined this process over the years with hundreds of CRM deployments for accounting, engineering, professional services, financial services, government departments and not for profit organisations Australia-wide.
Understanding business objectives
Brisbane-based Enerdrive have been providing independent power systems to the Australian market since 1996. The company represents a range of independent power products as well as its own private label products for the Australian market.
In a move to control its own destiny the company commenced its own manufacturing program in 2011 to produce a range of AC and DC2DC battery chargers along with Lithium battery systems in 2013.
It was with Lithium battery systems where Enerdrive really began to innovate. After almost 18 months of research, testing and proving, the company designed and created a complete Lithium Battery and Installation System, primarily for the caravan and RV market.
The development of the complete Enerdrive power system proved a breakthrough for the industry’s adoption of lithium batteries.
For the first time Australian caravan manufacturers were being offered a locally manufactured, fully supported and warranted lithium power system, where previously they had to import these systems from China without any local support or accountability.
The stage was set for rapid market expansion for Enerdrive’s complete lithium power system, and the company needed its business systems to step up.
It needed the business systems to support its sales staff and to sustain innovation, continued improvement and growth.
Continuing the conversation
Darren sat down with Chris to develop the solution.
From contact management to true CRM
We reviewed the available software and decided to go with ACT! and use other complimentary products to fill the gaps that are commonly left by CRM.
This included 123 Synchronizer that integrates ACT! and Microsoft email server.
All email correspondence is linked to a contact record in ACT! without users having to do anything. When anyone looks up a customer record they can see all the correspondence across the company plus any attachments.
Enerdrive have found that to be invaluable, seriously improving their record keeping and visibility of communication to important clients.
Most importantly, the sales team were finally able to use the CRM as a tool to support their own success and manage more accounts and leads.
Solutions not just software
- Chris McClellan director of Enerdrive