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Cement, sanitary ware, tiles, concrete, bathroom fittings - there’s little in the construction materials/essentials sectors that Prism Johnson hasn’t established itself as a major player and a household name.
Prism Johnson is one of the largest integrated building materials companies in the world. They have 7 subsidiaries and 9 joint ventures, and an outside sales team that expands to as far as the eye can see.
Siddharth Jain - an experienced partner at the Boston Consulting Group - has been in the industry for over 9 years, and is a really good advisor for Prism Johnson. Having worked extensively across topics such as GTM, growth tech and strategy, a digital business build, sales, large scale transformation, and operations, Siddharth realized the potential that lay ahead for Prism Johnson and how they can leverage an agile technology partner to boost their already flourishing business.
Let’s take a look at how Fieldproxy and Siddharth helped blitzscale Prism Johnson’s digital journey to leave their competition light years behind while still keeping their customers beyond satisfied.
As far as Indian mammoth business success stories go, Prism Johnson is right up there with many other legacy businesses. Started in 1992 as Karan Cements, the company has come a long way from just manufacturing cement - today Prism Johnson is a public company listed on the NSE and BSE, and has a lot more products under its belt - from cement to sanitaryware and tiles to bath fittings.
They’re responsible partners as well, being an IMS certified company, with ISO 9001:2015, ISO 14001:2015, ISO 45001:2018, SA 8000:2014 & ISO 50001:2018 certifications.
Prism Johnson’s aim to bring more efficiency into their existing processes and partnering with Fieldproxy to achieve this mission shows an incredible vision and commitment. Let’s look into some of their challenges and how the team at Fieldproxy worked to solve them.
Prism Johnson has a massive outside sales operation. Their teams are out on the field nearly every single day, creating leads and opportunities for the company. The field agents have a set hierarchy, with managers and different reporting hierarchies. Consequently, managing all of these users can get cumbersome quickly.
With the onset of the COVID-19 pandemic, things got a bit more hectic. Fieldproxy came into the picture with its host of readymade solutions, but before we get there, let’s take a look at how Prism Johnson previously ran their operations.
Despite having a huge number of field team professionals under their belt, Prism Johnson had a manual approach to how they operate them. This meant that things could be improved in certain aspects along the organization that would help boost sales further.
With large teams you also get a fairly more complex organizational chain, and any change or communication takes a long time to reach everyone when you’re doing things manually. Something needed to change because faster communication through the chain equals faster execution of ideas and better data-backed results.
The typical day of an outside sales professional involved a few crazy steps:
Needless to say, a lot of things are going on while an employee moves about his day at Prism Johnson. Is this the most optimal way to carry out tasks? How can a few teams be made just as good if not better than the other teams? What kind of tools do the teams need?
All of these questions had a few good answers, but let’s take a look at how Fieldproxy was able to solve these challenges and more for Prism Johnson.
Fieldproxy is glad to have partnered with Prism Johnson to help align their field teams towards the mission and vision of the organizations. Here’s how we helped Prism overcome its challenges in as little as two months.
Leveraging Fieldproxy’s advanced lead creation and sales visit scheduling features, Prism Johnson’s field sales professionals were able to decrease turnaround time drastically. The features helped outside sales professionals perform faster sales visits. How?
With Fieldproxy’s highly flexible role builder and team management systems, it became incredibly easy for Prism Johnson to manage and deploy all of their field teams with just a few clicks.
Creating a hierarchical structure and allocating tasks and schedules to specific teams and resources becomes seamless with Fieldproxy.
One key factor that could hinder Prism Johnson’s sales teams when they’re out on the field was how they would be able to relay sales information to their managers, in case of poor network coverage.
What would happen when an agent has lost connectivity to the internet? Is there a way for the agent to tell their manager whether or not a sale is made? How is the manager supposed to have accurate real-time data if a hundred such agents don’t have access to the internet?
Fieldproxy helps Prism Johnson cover all of these use cases and more. With offline data capture and sales task processing, agents are now able to update sales numbers regardless of where they are or how bad their network is.
Think Fieldproxy is the right fit for your business?
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