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Three Wire Systems – Modernizing Legacy Business Processes

Background: Three Wire Systems (Three Wire), founded in 2006 as a service disabled veteran owned small business (SDVOSB), is a leader in innovative and efficient technology solutions for government and large enterprise corporations. Their foundation is built upon solid program management and process improvement principles to design solutions that support enterprise business goals and deliver superior results in a cost-efficient manner. Three Wire supports both the private and public sectors as well as nonprofits and academic institutions. Three Wire has multiple business units, and the Salesforce environment was optimized some time ago for one side of the company, with the other side left untouched. Ultimately, the entire environment including the optimizations were dated and needed to be brought up to current standards.

Problem: Three Wire operates a product and services division using Salesforce Classic with the product division as the primary user. The services division was not using Salesforce as the existing user interface and design did not meet their needs, which resulted in increased manual work, frequent re-work and low user adoption. The services division needed to re-tool Salesforce by modernizing and customizing it to meet their requirements with no impact to product division users.

Specific issues included:
  • Low user adoption and poor data accuracy due to unintuitive data fields, page layouts structure and an outdated user interface (UI) experience.
  • No long-term revenue forecasting capability.
  • Manual creation of Salesforce data pipeline reports in PowerPoint.
  • Manual calculation of opportunity PWIN reports in Excel.

Solution: HE created custom profiles to prevent product users with standard profiles from seeing the new Lightning UI. Then we migrated the services division Salesforce users to Lightning. From there we leveraged Salesforce Sales Cloud Lightning features to create the sales division apps with tailored functionality. We reconfigured page layouts by editing/creating new data fields on the existing services record types for accounts, opportunities, and contacts objects. Validation rules along with required data field settings were established to ensure data quality. HE added custom data fields to opportunities to create 10-year revenue forecasting and created a custom object to calculate and track an opportunities PWIN. From there HE developed custom reports and dashboards improving executive level reporting and eliminating wasted time creating PowerPoint files. Finally, HE Implemented Salesforce mobile app and Lightning for Gmail for efficient data entry.