R-Fix moved from My Documents to Pipedrive
R-Fix OÜ designs and produces architectural glass fixing systems. Their HQ and production unit is in Kiili, Estonia.
Priit Kello
CEO
Q: What were the main problems before Pipedrive?
A: “Salespeople did not manage their own projects and often forgot to ask the customer for feedback on the quotations they had made. As a result, some projects were certainly not sold.
In addition, the history of communication with customers took a lot of work to find – things were scattered in Outlook and somewhere in My Documents folders.”
Q: How did Pipedrive resolve these and what has been the impact on sales and product development as a result?
A: “To date (1 year since implementation), salespeople have said several times that they don't understand how life on the ground was possible before Pipedrive, seriously. All sales project bids get finalized and end either with an order or with information on why they were lost.
We customised a separate sales pipeline for product development, where we keep track of product development projects. Works just as well as managing sales projects. The assumption is, of course, if you use it, i.e. update the project information there.”
Q: If you had to put the benefits in numbers today, has the investment in Pipedrive paid off?
A: “It has certainly paid off, especially in terms of the increase in sales resulting from the rise in tenders follow-ups. It's hard to quantify how much of this is directly attributable to Pipedrive, but the increase in turnover compared to last year (when we didn't have Pipedrive) was 39%.
My gut feeling is that somewhere in the region a quarter of that increase in turnover may have come from Pipe, or over EUR 100 000.”
Q: Why would you recommend Pipedrive in combination with full implementation?
A: “It's simple: if you take it without the implementation, you won't use it. To Dominate Sales' credit, they not only deployed Pipedrive at a technical level but there was also an amount of sales training and explaining the logic of the sales process.”
