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Client background

A leading provider of air-conditioning, commercial refrigeration, and MEP solutions, delivering end-to-end cooling, engineering, and service offerings across residential, commercial, and industrial sectors. Known for energy-efficient products, strong service networks, and consistent business growth.

Challenges

  • The client faced fragmented systems and manual processes impacting efficiency and customer experience. Key challenges included:
  • Lack of a single source of truth for customer, dealer, and asset data
  • Complex quote-to-cash cycles with multiple product configurations
  • Limited visibility into field service operations and asset management
  • Inconsistent workflows for sales, service, and installation
  • Need for ERP integration and real-time dashboards for performance tracking

Solution Delivered

  • Atman implemented a unified CRM and CPQ-driven platform to centralize data and automate critical processes:
  • CRM Integration: Consolidated customer, dealer, and asset information for a single source of truth
  • Salesforce CPQ: Automated complex quote-to-cash processes, including guided selling and product configuration
  • Field Service Optimization: Deployed Salesforce Field Service for efficient scheduling, dispatch, and installation
  • Contract Lifecycle Management: Streamlined contract creation, negotiation, and renewal tracking
  • Analytics & Dashboards: Delivered real-time insights for sales and service performance
  • ERP Integration: Connected ERP and partner portal systems for a 360° operational view

Results

  • Enhanced Customer 360° Visibility: Unified view of customers and dealers with 100% data integrity
  • 50% Faster Quote Generation through Salesforce CPQ
  • 80% Quicker Sales Cycles with guided selling and renewals
  • 95% Higher Field Productivity via optimized scheduling
  • 86% Faster Decision-Making enabled by real-time analytics
  • 85% Increase in Operational Efficiency, reducing delays and improving customer interactions
  • Improved Governance & Compliance with meticulous oversight of field processes