About VertiDrive
What began in a garage in 2008 has grown into a global player in industrial robotics. VertiDrive’s machines clean and blast the world’s largest ships and oil rigs with 3000 bar of pressure. “The technology is unique and powerful,” says Business Support Manager Thomas Oomsen. “To properly support our growth, we needed a partner to professionalize our sales and service processes.”
The Challenge
Initially, VertiDrive used its ERP system, Exact Online, to manage its sales process. “As we grew, we ran into its limitations,” Thomas explains. Leads were not being followed up on effectively, and there was a lack of overview. More importantly, the company was losing track of which customer owned which robot. “Our machines are not toys. We always sell them with mandatory training and certification, so it’s crucial for us to know exactly who is using each robot.”
The Solution
Together with Welisa, a strategy was mapped out to streamline VertiDrive’s processes. They chose a scalable solution based on the Salesforce platform, configured by Welisa to fit VertiDrive’s unique requirements.
Account Engagement (formerly Pardot) was implemented to automate marketing. Prospects who show interest online now enter the system directly as qualified leads. “Welisa configured this for us in such a way that our salespeople can use their time much more effectively,” says Thomas. “We are seeing our opportunities become more valuable and increase in number.”
At the heart of the solution is Sales Cloud, which captures the entire trajectory from quote to sale. As soon as a robot is sold, it is registered as an ‘asset,’ providing a continuously updated overview. Finally, an integration with Exact Online, built by Welisa, ensures that all data flows seamlessly, eliminating a great deal of duplicate work.
“Together with Welisa, we’ve built a solution that gives us great insight into our customers and saves us time.”
The Result
The Salesforce implementation, carried out by Welisa, has brought structure and control to VertiDrive. Salespeople can focus their time on the most promising leads. Additionally, there is a complete overview of every customer, including the robots they’ve purchased and the corresponding service contracts. The automatic integration with the financial system also yields significant time savings.
A Straightforward Partnership
The collaboration was a success from the start. “We had a good connection right away,” says Thomas. “Welisa understands our challenges. It’s incredibly valuable that they share their experiences with other B2B companies.” The communication style was also a great fit. “Here in the port of Rotterdam, we’re very direct. If we don’t like something, we say so. Welisa does the same in return. I appreciate that honesty.”
With the ambition to grow from 50 to 300 robots per year, VertiDrive is ready for the next step. Thomas concludes:
“Thanks to this foundation, we are ready for the future.”
