Regional Power Systems Manufacturer
Solution Stack
Salesforce Sales Cloud
Business Units
Service & Distribution
Services
Advisory, Implementation
Timeline
12 weeks
Turning Service into a Growth Engine
When sales and service operate in silos, revenue hides in plain sight.
For one power systems manufacturer and service provider, fragmented spreadsheets and disconnected teams made it impossible to see where opportunities were slipping away. By extending Sales Cloud into service operations, the company unlocked a new source of recurring revenue—and a new rhythm of collaboration across every customer touchpoint.
Problem
For years, the organization’s sales and service divisions operated on different islands.
While Sales relied on Salesforce, the Service team managed renewals, maintenance, and contracts in spreadsheets—creating blind spots across the customer lifecycle. Leadership couldn’t see where growth was coming from or where it was stalling. Only a small fraction of customers were purchasing ongoing service agreements, leaving untapped revenue on the table and teams guessing where to focus their efforts.
Process
By extending Sales Cloud into the Service part of the organization, Fortimize helped close the loop. Automated opportunity creation triggered at “Quote Sent,” ensuring every sale flowed naturally into service engagement. Customer, equipment, and activity data became unified, giving reps real-time insight into what was sold, serviced, and due for renewal. Spreadsheets gave way to dashboards, surfacing exactly where to act—and empowering leadership with clear visibility for the first time.
Results
Reps start each morning with prioritized renewal opportunities instead of disorganized lists. Leadership gained line-of-sight into the entire pipeline, uncovering recurring revenue potential and operational efficiencies. What began as a data clean-up evolved into a cultural reset—teams now shared one system, one process, and one view of success.
Executive Outcomes | Operational Impact | Technical Shift |
|---|---|---|
Aligned Sales & Service | Increased Efficiency | Streamlined Integrations |
Built Revenue Machine | Automated Ops Creation | Scalable Framework |
Impact on Customers
Customers began receiving proactive outreach instead of reactive calls, with timely service offers and renewal reminders tailored to their equipment history. The result was a more consistent, confident experience—one that strengthened trust and reinforced the company’s reputation for reliability.
