Case study · Manufacturing, Industrial

A sales and partner portal that grew engagement without adding overhead

How Trellist architected a sales and partner portal, connected it to a Salesforce contact strategy, and guided the change that led to wide-scale adoption across the company and its partners.

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Client: Global specialty materials company
Industry: Manufacturing Industrial
Services: Revenue & Marketing Operations CRM Optimization Infrastructure Engineering Integrations Custom Development Internal Portals
Platforms: Salesforce

The challenge

Our client, a specialty materials company, sells a large share of its business through partners. It wanted to increase partner sales and retention, but adding staff and corporate overhead to do it was off the table.

Partners needed a better way to find information, stay engaged, and act on new opportunities. Campaigns also lacked a consistent home, so the content that supported them was spread across too many places.

What we did

Trellist treated the problem as both a technology build and a change effort.

A purpose-built portal. We architected, designed, and implemented a sales and partner portal to increase digital engagement and open new revenue opportunities.
Salesforce contact strategy. Trellist helped integrate a Salesforce.com contact strategy that uses the portal as the content hub and end destination of ongoing campaigns.
Campaigns with a home. Every campaign now points partners to one place where they can find what they need and take the next step.
Change management. We influenced change throughout the organization and across partners, so the portal became part of how people work.