CASE STUDY

Enabling Manufacturing Companies to Stand Out with Partner Communities

Mitsubishi Electric Trane HVAC US (METUS) is a leading provider of ductless and VRF systems. The company provides solutions “capable of cooling and heating any application from a home to a large commercial building.” METUS aims to create technologically advanced products that provide superior efficiency, comfort and control.

CLIENT

Mitsubishi Electric Trane HVAC US (METUS)

INDUSTRY

Manufacturing

PRODUCTS

Salesforce Community Cloud

LINKS

METUS Case Study Webinar

OUTCOMES

30% increase in entered and approved opportunities

12 hours per week saved verifying quote pricing

80% decrease in time manging contractor certification

Challenge

Required a consolidated partner community to drive engagement, lead distribution, etc.

METUS was given a 90-date notice to move all of their content off an outdated platform, and used the forced move to upgrade the digital experience for their contractors and distributors. The new solution needed to engage partners, ease project tracking and lead distribution, improve forecasting, streamline the quote approval process and reduce training costs. 

 

Solution

Salesforce implementation and CPQ configuration exposed through Community 

METUS implemented a digital community that now houses all of their partner resources in a single location that is accessed via SSO. The portal unlocks more seamless self-service capabilities and incentivizes partners to move up through different tiers. Partners can now monitor leads, update lead status, sign up for training and review service cases.

 

Outcome

Higher engagement, improved tracking and transparency and reduced training time

Overall, METUS’s partner community helps their contractors and distributors navigate common processes (such as training, project tracking and deal registration) more efficiently. The unified, connected experience boosts engagement, enables better learning, provides sales teams with additional insights and unlocks fast access to resources.