Nelbud needed a proposal and sales document solution that would work seamlessly with its CRM, allow its mobile workforce to access and deliver documents in the field, and increase proposal accuracy and speed. To generate new proposals, sales reps used old proposals created in Microsoft Word, changed the company name and manually added photos to personalize the documents. The process was time-consuming and left room for human error.
“The process was horribly inefficient,” said Michael Crafton, owner of Nelbud Services Group. “We couldn’t track when customers opened and read documents, and sometimes we lost track of leads.” In addition to losing leads, inaccurate proposals sometimes made their way to prospects.
Michael Crafton wanted to increase the trackability, speed and accuracy of proposals and contracts to grow Nelbud’s business. He also wanted to establish Nelbud as an innovative brand by using technology to engage customers.
Crafton’s ultimate goal is to become a change agent in his industry by accelerating and modernizing the sales and proposal process. “We want to help our customers become more innovative,” he said.
Before the implementation process, the sales team was initially skeptical. After a hands-on training session, however, Crafton says the team members were impressed.
The implementation process itself went off without a hitch: Nelbud implemented the solution in the morning and sales reps started sending proposals out of Octiv that afternoon. “We had an amazing experience and would recommend Octiv to anyone,” said Crafton. “We implemented six different apps within our company in 2013. Octiv by far set us up for the most success.”
After implementation, the sales team at Nelbud was impressed by how easy it was to receive support from Octiv. “Ninety-nine percent of the time when I reach out to support,” Crafton said, “it’s for ideas on how to use Octiv. I’ve already appreciated the support response.”
The sales team now uses Octiv to create branded proposals for prospects. “It’s unbelievably easy—the easiest part of the process,” said Crafton. “People comment on the personalization of the proposals and are impressed that we’ve created something tailor-made just for them.” Nelbud has also adopted a new word to refer to their proposals: “We call them Octives.”
Since adopting Octiv, Nelbud has seen an increase in the number of proposals its sales team generates. The team saves time and accuracy has improved significantly.
Nelbud has offices across five states, and Crafton relies on Octiv to help him manage from afar with better insights into the pipelines of his sales teams. At any time, he can check on the number and status of proposals sent to prospects at any of the five locations. Crafton stays informed through visibility provided by Octiv’s tracking tool—it’s always working, even when he and his salespeople are not.
“Initially, I fell in love with the product more for the presentation than the tracking, until we started to use it,” Crafton said. “The sales team was blown away by the tracking capabilities, and adoption was instant.”
After the first three months of using Octiv to create, deliver and track proposals, Nelbud was able to cut its proposals creation time from an average of 45 minutes to just 15 minutes: a 69 percent decrease in document creation time. Saving this much time enables sales reps to serve more clients and close more deals.