Case Studies

The Background The client is a global leader in developing and supporting formulated film coating systems, modified release technologies, and functional excipients and serves the pharmaceutical and nutritional industries. The client sought a robust CRM system to drive its digital transformation strategy, aiming to improve: Customer service and satisfaction Sales efficiency and effectiveness Marketing and communications across internal and external channels The chosen CRM solution would form the foundation of a digitization program to enhance overall business performance. The Challenge Legacy Oracle CRM to HubSpot Integration: Integrate the on-premises Oracle CRM with HubSpot’s cloud-based CRM, featuring error handling to maintain data integrity. Territory Management & Resource Assignment: Design territory management and automate resource assignment, leveraging HubSpot’s architecture for accuracy and speed. Custom HubSpot Actions for Oracle Operations: Develop custom actions in HubSpot to perform operations on Oracle systems directly. Seamless Data Migration: Migrate data from Oracle to HubSpot, ensuring associations are preserved with zero data loss. Complex Workflow Development: Create advanced workflows to maximize upsell and cross-sell opportunities, enhancing revenue potential. Create advanced workflows to maximize upsell and cross-sell opportunities, enhancing revenue potential. Custom Process Alignment: Develop custom HubSpot processes aligned with Oracle’s quoting processes, streamlining workflows between systems. Products Used HubSpot CRM for sales, marketing, and service platform Dell Boomi for middleware integration and error handling Oracle EBS for enterprise resource planning WSO2 for real-time and scheduled data sync Approach and Key Features Discovery & Process Optimization: Conducted an in-depth business discovery to identify opportunities to leverage HubSpot’s out-of-the-box marketing automation and sales enablement tools. Data Cleaning: Improved data quality by identifying and correcting inaccuracies, deduplicating contacts, and addressing structural errors. We used SQL scripts to clean and organize Oracle data effectively. Data Migration: Completed data migration with essential transformations (e.g., date formatting, concatenation) and successfully mapped Oracle dynamic data fields to HubSpot static fields, ensuring data integrity. Data Synchronization: Established bidirectional data sync between Oracle EBS and HubSpot using WSO2 for real-time updates and scheduled jobs, with Dell Boomi capturing errors, generating log files, and updating Oracle record IDs in HubSpot. The Result Improved Data Visibility: Provided enhanced visibility into data for teams and leadership with accessible, accurate data. Accurate Resource Assignment: Our solution ensured 100% lead alignment with the right resources. Enhanced Data Quality: Through comprehensive cleaning, error handling, and data transformation, data quality was augmented. Automation of Manual ERP Processes: This reduced time and improved efficiency. Seamless Data Transfer: This included integration gaps, enabling smooth data flow between Oracle and HubSpot. Simplified Business Processes: Integrating third-party SaaS applications created a streamlined and interconnected business environment. This integration and data transformation solution empowered the company to achieve a unified, efficient, and scalable CRM foundation, supporting its goals for improved customer engagement and operational excellence.

Background The client serves the Mid-Atlantic region as a leading representative and distributor of control valves, process instrumentation, and more. Previously, they used Tour de Force (TDF) CRM to manage their sales process. They decided to replace TDF with a new CRM to enhance sales automation, improve customer outreach, and streamline processes. This initiative included migration of existing data and integrating the new CRM with Epicor Prophet21, Salesforce, and Service Pro for bidirectional data synchronization and efficient sales management. The Challenge  Data Discrepancies: Inconsistencies across CRM (TDF), ERP (Prophet21), Customer Service platform (Service Pro), and Salesforce. Lack of Real-Time Data: Limited real-time data access across business processes. Lead Handoff Gaps: Issues in transferring leads from Marketing to Sales. Limited Visibility on Customer Issues: Sales had restricted visibility into customer complaints. Multiple System Navigation: Sales teams needed to navigate multiple systems to provide order updates. Products Used HubSpot  Epicor Prophet 21  Prophet 21 Middleware Service Pro Approach and Key Features Business Process Design: After collaborating with the Client, we mapped their current processes and, through iterative design, optimized workflows, eliminating redundancies and aligning on streamlined procedures. Data Migration Strategy: Our team assessed data discrepancies and developed a comprehensive migration plan, including data cleansing, mapping, transformation, validation, and loading to the new CRM. Bi-directional Data Sync (Prophet21 & HubSpot): We deployed a custom Node.js component to handle real-time database changes from Prophet21 to HubSpot using webhooks, along with custom code to connect HubSpot workflows with Prophet21 APIs for seamless integration. Bi-directional Data Sync (Service Pro & HubSpot): Using the same Node.js component, we ensured smooth data synchronization between Service Pro and HubSpot. Salesforce Integration: Leveraging a native app, we integrated Salesforce with HubSpot to synchronize contacts, companies, and deal objects. The Result Enhanced Customer Data Visibility: Improved insight into customer data and service requests within HubSpot. Product-Service Association: Greater clarity of products linked with specific services. Efficient Ticket Tracking: Enhanced ability to track ticket status in HubSpot Service Hub. System Integration: Smooth data flow and integration between HubSpot Service Hub and IFS as the central system. Service Data Management: Enhanced visibility and management of service data within HubSpot. This comprehensive transformation enabled the Client to achieve streamlined sales management, improved customer outreach, and greater efficiency across systems.

Background The Client partnered with Girikon – a reputed Salesforce consulting partner for implementing the Salesforce EDA Instance besides adopting the software to achieve a comprehensive view of their sales and marketing processes along with the student journeys. Girikon was preferred by the Client over other Salesforce partners due to their extensive experience working with companies having multiple divisions. Additionally, Girikon followed an agile methodology that empowered it to provide efficient and quality services to clients. The onshore and offshore capabilities offered by Girikon allowed them to provide their clients with a competitive price structure. The client was looking to implement the Student Success Hub to ensure proper management and well-being of their students with Girikon being the first in the Asia-pacific region to implement Student Success Hub. The Client also implemented the Digital Engagement Module including Chat Bot and SMS functionality for seamless communication and enhanced support. About the client The client is a higher education not-for-profit institute that recently celebrated 100 years of offering high-quality, biblically-based instruction and training. Although the client is dedicated to its Baptist background, their student community represents a diverse variety of denominations. The client’s goal is to train students to utilise their studies in their fields of work, such as teaching, ministry, missionary work, accounting, nursing, or construction. Apart from this, the client offers training in leadership development, education, counseling, chaplaincy, evangelism, ministry, and theology is provided by the client. At present, the client is undertaking a project related to Digital Transformation. As a part of this initiative, they are attempting to come up with a means of doing things more effectively. The Key objectives include reviewing the current digital ecosystem, implementing current business procedures, adopting a digital platform such as Salesforce to accommodate a 360-degree view of the student journey, and introducing key automation, and interoperability between their third-party systems. The Problem Listed below are the challenges faced by the client team: Lack of an appropriate student welfare process and support system. Lack of a proper tracking and analytical reporting system for monitoring student performance. Lack of a 360-degree view of their student activities and journeys. Lack of an Automated Appointment feature to assist students consult their faculty members and academic heads. Lots of manual steps were undertaken by the Student Services team. Lack of an appropriate feature to recognize and segregate low and high-priority cases communicated by students. The solution Girikon partnered with the client to ensure the successful implementation of the Student Success Hub, which helped them alleviate their pain points and increase their efficiency. The implementation of the software turned out to be a game-changer for the client and helped them in the following ways: Manage the well-being process and support system of students efficiently. Hassle-free tracking and analytical reporting of student performance Get a 360-degree view of their student journeys and activities. Provide students an option to connect with their faculty members and academic heads through the appointment feature. Prioritize and manage high and low-priority cases coming from students among team members. Have automated processes to enable the Student service team to manage events, tasks, and activities. The Outcome The implementation of the Students Success Hub by Girikon to match the client’s business processes were successful. Consequently, all the client’s business units are now stored in Salesforce and most of their data in Salesforce is now acting as a single source of truth. Students are now able to raise their concerns easily via cases allowing the Student Services team to prioritise them. Additionally, scheduling appointments has never been this simple for both Students and the Services team. The services team can easily create reports and track Student’s performance, activities, and other related metrics. Tasks, events, and activities management is now being streamlined and automated for the Student Services team.

Background The Client is a medical research institute based in Phoenix, AZ, and is dedicated to conducting groundbreaking research. Girikon was engaged to implement a Salesforce CRM to enable the Client to gather research data from all corners of the globe primarily through a series of targeted tests, questionnaires, and gamification. The business objective was to study millions of individuals by harnessing the power of the internet to help bring Clients closer to an appropriate therapy and cure for Alzheimer’s disease. The main requirement for a solution was a need to be scalable, improve efficiencies and increase participation. The Problem The following challenges were identified: Main objective was to match each patient with the appropriate therapy based on biology, targeting specific diseases and providing effective therapies. The first problem was to collate and organize research data to assist with the research for treatments Presentation of research data through analytical tools. The analytics tools were designed to sort the data ready for detailed analysis by a group of phycologists while providing the research team with a group of profiles to contact and invite to participate in DNA sampling. Products Used Sales Cloud, Experience Cloud (Customer Community), Marketing Cloud, HTML5 Game Development. Approach and Key Features Phase one included a wide-scale screening, which included a web-based memory test/games for over one million individuals. The attention and memory tests were conducted and results were collated and then presented. Once the web-based memory test of over one million individuals was conducted a selection of individuals participated in Phase One who met certain criteria set out by the Client. The specific individuals were selected from phase one to provide a DNA sample for evaluation. The results were collated and presented using analytics tools. Implemented Marketing Cloud for Email Marketing Campaigns, HTML conditional-based logic surveys, and reports for campaigns delivered and integrated with Sales Cloud to push the data from Marketing Cloud to Sales Cloud. The Outcome Healthcare Brain Research Solution by gamification includes memory games and mind games that study millions of other volunteers which can make real progress towards understanding and treating Alzheimer’s disease and other brain disorders. Dramatically reduced effort collating physiological and profile data from test recipients. A large amount of data i.e. 1 million + to sort and present in a graphical representation. Graphical representation can be filtered according to the profiles including religion, demographics, age, gender etc.

Background The Client, a USA-based Healthcare staffing firm, was looking to automate its marketing efforts and run awesome campaigns to consistently keep leads moving down the funnel to sales. The Challenge The main challenge was to manage just enough connection with Leads and not overwhelm them with too many emails The other part of it was to provide their client (clinicians) with seamless experiences throughout their engagement with the organization The Solution The solution evolved in the right usage of Pardot Engagement Studio, which not only allowed building complex, powerful yet personalized campaigns but also visualizes & test the recipient’s experience Drip campaigns were used to build awareness by sending educational materials over time. This helped the client in clinician retention and upselling Products Used Sales Cloud, Pardot The Outcome Build a strong marketing strategy Run effective email campaigns Use responses for analyzing the interest of clinicians to further personalized campaigns High retention rates & re-hires Better business and hence higher ROI on marketing automation investment

Approach for Integrating Contract Management Solution with Salesforce Discovery & Impact Analysis Based on the customer requirements to integrate Conga Solution with Salesforce, Girikon starts with Discovery & Analysis phase, where BA and Salesforce Architect are assigned to gather the requirements and problem statement. Girikon Business Analysts work with different Stakeholders to gather the requirements and prepare the user stories based on the roblem statement. Implementation & Configuration:  Based on user stories and initial solutions, Girikon assigned Salesforce Consultant to work on development. All the user stories were maintained in Jira. Once Conga CLM is integrated with Salesforce, the following tasks can be performed based on the solution developed:  Install and Upgrade Conga CLM (Contracts for Salesforce)  Configure Permissions and Licenses Add Buttons Add to Layouts Use Automatic Configurator Configure the Clause Library Create Clause Types, Clause Bundles, and Clauses Manage Clauses Document Generation with Salesforce CPQ Add quote terms from the Salesforce CPQ Clause Library Generate documents and Document type. Send for Negotiation using Microsoft Word. Negotiate documents through email True-Up data by syncing back to Salesforce. Deliver the final document according to the specified delivery method (for example, eSignature) Testing/Quality Assurance Once the development/Integration is done, the Girikon QA does the quality testing of all the deliverables through the following level of testing: Unit Testing: Functional testing for discrete functionality without the context of business processes Functional Testing: Functional testing using the business process scenarios, Integration Testing System Testing/UAT preferably on Full Sandbox UAT Phase Upon completion of the User Stories tagged for a release, the client will walk through all enhancements completed as part of the release. The formal UAT process will comprise verifying all developments done on a (partial/full) Sandbox. The QA team will also do regression testing to ensure all the features included in the release are completed and passed testing Roll-out, Support & Training Assistance During this phase, we cover the following activities: Deployment to Production End to End testing of Workflows in Production including Integrations Go-Live Post Go-live support Training as required & Handover

Background The client – a reputed event management company organizes transaction-oriented events that connect groups seeking to develop commercial relationships while expanding their business. As a leading player in the Exhibitions industry, the client is listed among the top event organizers across the globe. The client partnered with Girikon – a reputed certified Salesforce Consulting Company, to create universal knitting of all their business units spread across the globe under one Salesforce-driven platform and one sales process. The Problem The following challenges were identified: A global scalable CRM solution was needed for future acquisitions to manage their pre-and post-sales processes of booths, sponsorships, Delegate & Vendor management across different locations Understanding the existing systems (Source Data), deciphering data from the source & data mapping with the Target Salesforce org was a major challenge. Ensuring the products are configured in the Target org so that it can cater to the variations across different events & regional preferences Create a central Billing Platform, which can interact with SAP as the A/R system Products Used Sales Cloud, Community Cloud (Customer and Partner Community), Salesforce CPQ & Billing, Salesforce Einstein Analytics, Salesforce Billing Implementation, Conga, Expo Floor Plan Tool, Mulesoft, DocuSign Approach and Key Features Girikon conducted an Initial Discovery phase to analyze the custom features in the different orgs and create a Functional Map for the Target Source. One of the existing Org was used as the Target source Detailed Data Analysis and Data Mapping exercise was done. Data migration strategy included Talend as the ETL tool and MS SQL as staging databases Upon pilot source org migration, learnings were incorporated and subsequently all the source orgs were migrated in batches Enables the end users to place reservation requests for booths needed for any selected event. It gives sales person an advantage to get orders from customers directly Each event has a different community URL and floor plan enabling Branding of each event portal. Vendor management also managed  Integration with Salesforce CPQ to get the different Booth products available for sale along with pricing Online payment management through Cybersource integration Integrated CPQ with DocuSign & Conga composer to add e-signatures functionality. The Outcome Global sales process consolidation resulting in a single global CRM instance. Data Migration from Multiple Instances including Data Cleansing, Transformation & De-Duplication Efficient Pipeline Reporting, Better Forecasting Unified Instance for Sales reps to cross sale the Opportunities across Globe Faster and error-free turnaround on real-time quotes that resulted in increased ROI