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Case Study

Nalco, an Ecolab Company

Web application, sales enablement, client portal
Nalco, an Ecolab Company

Creating client and corporate value through the power of automation

The Challenge

  • Drive global sales team performance improvement by automating critical aspects of the sales process and creating easy-to-use, digital tools for identifying and qualifying prospects, presenting the value proposition, and generating proposals.
  • Collect, consolidate, and perform complex analysis on massive amounts of sales, performance, and support information across multiple platforms and systems.
  • Make relevant information easily accessible and understood by the full range of stakeholders—sales and support team, sales management, executive leadership, and customers.
The Challenge

The Interakt Solution

Strategy and Tactics

An enterprise-wide approach

Interakt delivered a state-of-the-art web application, Nalco enVision, to help achieve the company's goal of totally automating internal and external communications, time-critical sales and support processes, and data management enterprise wide. The platform boosts sales team performance with online prospecting and proposal tools and provides client-specific system performance and support data through highly visual dashboards.

Turning data into better decisions inside and out

Nalco enVision aggregates and manages customer-site and performance data from multiple sources and turns it into information that sales and support engineers and customers can use to make better decisions about system peformance. Sophisticated, easy-to-use charting tools visualize peformance over specified periods of time enabling diagnostics, benchmarking, and continuous improvement.

Turning data into better decisions inside and out
Documenting value delivered

Documenting value delivered

Interakt automated the process Nalco sales team members use to demonstrate value delivered to customers. Standardized templates enable sales engineers to customize personal service reports for different audiences easily and quickly. In addition to increased efficiency for the sales team, automation also results in more consistent reporting, greater transparency, and higher levels of customer satisfaction.

Automating plant resource optimization

NalcoPRO, a state-of-the-art, proprietary industrial system diagramming tool, allows sales engineers to model a customer's plant resource utilization—water, energy, and waste handling—in a fraction of the time previously required. The tool enables them to uncover inefficiencies and unrealized opportunities, craft technology solutions, and create detailed proposals including implementation plans and projected cost savings.

Automating plant resource optimization
Broadening the customers' view

Broadening the customers' view

An intuitively designed client-facing portal, myNalco.com, serves as a critical link for Nalco customers to tap easily into a wealth of information including sytem peformance and inventory data, value delivered statistics, user manuals, case studies, product and safety information, and training resources. The portal also enables customers to communicate directly with the Nalco sales, service, and support teams.

The Results

  • Universally positive feedback from sales and executive management teams.
  • Widespread initial adoption and usage worldwide monitored through built-in metrics and feedback; sustained and continued growth in utilization.
  • Increased levels of engineer and support responsiveness, effectiveness, and efficiency.
  • Immediate and sustained improvement in system status, inventory, and ROI reporting to customers.

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