About MIDJ
MIDJ is an Italian manufacturer of designer furniture with a vision for global expansion. With just 3 marketing team members and 10+ internal sales staff, they manage relationships with 150+ external sales agents and 4000+ retailers across 40+ countries. Their product catalog includes 800+ base products, each with an impressive 10,000+ variants, generating €20 million in annual revenue.
Challenges
MIDJ faced several significant challenges in their operations:
- Manual quote generation: Distributors and sales agents relied on manual processes to configure products, price quotes, and place orders, increasing processing time and error rates.
- Sales disablement: Lack of a user-friendly interface for sales area managers to create quotes and manage orders for end customers like hotels.
- Inconsistent pricing: Distributors couldn’t view their specific discounted pricing while configuring quotes for customers, leading to errors and delays.
- Data visibility gaps: No centralized data on historical quotes and orders hindered insights for business optimization and growth opportunities.
- Ineffective marketing campaigns: Despite having Account Engagement (Pardot), they weren’t utilizing it correctly, resulting in ineffective marketing initiatives.
- Digital transformation needs: Support global expansion without increasing headcount while showcasing their extensive product range with countless customization options.
Solutions
A Comprehensive Digital Ecosystem
Cloud Odyssey implemented a complete solution leveraging multiple Salesforce Clouds to create a unified digital experience:
Central Hub for All Stakeholders
- Distributor Interface: Enables distributors to configure products, display list prices to clients, see their discounted prices, and directly submit orders
- Sales Agent Interface: Provides dedicated login access for sales area managers to configure products, email quotes to clients, and place orders on behalf of customers
- Mobile Optimization: Platform optimized for tablets, ensuring sales agents can access functionalities on the go
Streamlined Processes
- Automated Quote and Order Workflows: Integration with Nova ERP automatically retrieves product attributes, pricing, and stock information
- Improved Data Management: Captures quote and order details in Salesforce, enabling valuable historical data for analysis and business insights
- Virtual Product Customization: Integration with EXPIV 3D model configurator allows visitors to modify, customize, and visualize products directly on the website
- Multiple approval processes: Processes such as shipping, billing, and order approvals—are in place to ensure all data is thoroughly verified and approved by MIDJ.
Customer-Facing Website
- Home Page: A refined B2C-like experience with complete custom design, native page builder control, and available in 4 languages
- Digital Catalogs: Reduces printing costs while gaining insights, with a projected 20% catalog cost reduction covering the entire B2B project within 3 years
- Projects Showcase: Provides inspiration for businesses and design professionals with product pairing recommendations
- Corporate Content: Integrated brand storytelling with company history, values, press area, and content marketing
Advanced Product Discovery & Configuration
- Product Listing Page: Simplified navigation with custom variant display capabilities and 3D rendering integration
- Product Detail Page: Sophisticated configuration capabilities with 3D configuration, Augmented Reality support, and dynamic product options and pricing from ERP
Retailer Portal
- Quotes Management: Transformed the quote process from a 5-day wait to instant generation, with email notifications and performance monitoring
- Account Management: Streamlined access to address management, quotes, invoices, order history, and transport documents
Enhanced Marketing Capabilities
- Optimized Account Engagement: Cloud Odyssey enabled MIDJ to utilize the full capabilities of Account Engagement (Pardot) to create effective, results-driven marketing campaigns
- Visual Excellence: Delivered a state-of-the-art ecommerce website that is both effective and visually stunning
