Success Story Utilities

Accelerating Sales Visibility & Productivity for Hydra-Stop

Hydra-Stop provides safe, efficient, and cost-effective systems for conserving and controlling water for thousands of municipalities and private water utilities around the world. Its solutions help minimize problems caused by the disruption of water — the most basic human need – during planned, routine, or emergency maintenance.

The company has continued to evolve over the years by investing in numerous digital initiatives to increase sales effectiveness, organize opportunity and project data, keep track of service providers and partners, and provide better reporting.

Sales productivity was a particular area of focus for the Hydra-Stop. The company had a well-defined sales process, but the legacy CRM tool it had in place was no longer effectively supporting its business goals. So, Hydra-Stop engaged Infostretch to help modernize its sales management system.

  • Hydra-stop Founded in 1981

    Founded in 1981

  • Innovative water-control solutions for municipalities and utilities

    Innovative water-control solutions for municipalities and utilities

  • World’s largest manufacturer of in section valves and line stops

    World’s largest manufacturer of in section valves and line stops

the Results

Key Outcomes

15-25% sales productivity increase
15-25% sales
productivity increase

Smarter sales with customer data dashboards
Smarter sales with
customer data dashboards

Real-time view of sales pipeline
Real-time view
of sales pipeline

Our methodology

how
we did it

Infostretch works with companies across the digital lifecycle.

Go Digital
Go Digital

Accelerating the delivery of new digital initiatives with confidence

Be digital
Be digital

Creating the infrastructure and foundation to scale digital initiatives

Evolve Digital
Evolve Digital

Leveraging data and analytics to continuously improve digital delivery processes

The challenge

Providing accurate & reliable data to the sales team

Hydra-Stop’s legacy CRM system was not intuitive for users, leading to poor adoption and outdated and unreliable data. This created a disconnect for dispersed teams trying to target sales efforts and support customers. As a result, Hydra-Stop faced some very specific challenges:

Converting Sales Leads into Qualified Opportunities

Difficulty Converting Sales Leads into Qualified Opportunities Poor legacy solution design and configuration made qualification and follow up highly inefficient.

Reporting on Opportunities

Poor Organizational Reporting on Opportunities The company had difficulty managing and resetting sales targets at the beginning of each year due to poor information.

The Solution

Implementing Salesforce Sales Cloud for Hydra-Stop

Infostretch started by running daily discovery sessions focused on streamlining Hydra-Stop’s unique sales processes, and configured a solution that would help them overcome their challenges.

This included:

Enabled Email Integration

Email Integration

Enabled the migration of all of Hydra-Stop’s historical account, contact, opportunity, project, and product data to Sales Cloud. Centralizing all customer information in one place made it easily accessible and highly actionable

connected to the appropriate records in Sales Cloud

Collaborative Documents

Such as client notes, calls, tasks, and events were connected to the appropriate records in Sales Cloud. This enabled traveling sales reps the ability to schedule follow-ups with service providers, or email contacts in seconds using the Salesforce Lightning mobile app

Infostretch also provided personalized training to all sales users and administrators, facilitating a seamless transition from Hydra-Stop’s legacy CRM platform to Salesforce.

As a result of the Salesforce Sales Cloud deployment:

Hydra-Stop increased sales productivity by 15%

Hydra-Stop increased sales productivity by 15%

That number was expected to climb to 25% by the end of the following quarter

customized dashboards within Sales Cloud

Hydra-Stop is selling smarter

Executives and sales reps can view reports based on key customer data, and view customized dashboards within Sales Cloud

The sales process has been streamlined

The sales process has been streamlined

Sales representatives are better aligned around internal business plans

effectively track sales performance

Hydra-Stop can effectively track sales performance

Thanks to a real-time view of sales pipeline

“My team has participated in three CRM implementations in the last 7 years. The Infostretch team was by far the best implementation partner we have worked with. From our initial discovery call to post-implementation support, Infostretch was engaged in our project and supported our team through every step of the implementation process.”

Steve Roehrig, Vice President Sales & Marketing, Hydra-Stop