Case study · Mobile field sales
Rebuilding Mida’s sales for a field team on rooftops
- Client
- Mida
- Industry
- Manufacturing · Roofing & building materials
- HQ
- Gargždai, Lithuania
- Timeline
- Three phases
What's inside
Four plays behind the rooftop CRM
Mobile-first was the whole architecture. A pilot to test adoption, CPQ to price from the site, a portal to take the routine off the reps. These are the plays that made it hold together.
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1
Mobile-first or nothing
If the CRM did not work on a phone, it did not work. Every phase was built backwards from that constraint, starting with a pilot that tested adoption before it tested coverage.
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2
Quotes from the site
Salesforce CPQ generated re-orders from mobile in minutes. Price calculations ran automatically. Quotes inside an accepted margin could be approved from the phone, same day, same person.
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3
The portal took the routine
A customer portal on Salesforce Experience Cloud let distributors place re-orders and check status on their own. The farming work that clogged the reps' calendar moved to customers happy to self-serve.
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4
Catalog logic out of rep heads
The same product could ship into roofing, hydraulic isolation, or other applications, each with its own rules. CPQ held the logic so reps could quote accurately without cross-referencing a spec sheet on the roof.
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