PROBLEM
AVK is a global provider of critical power systems, specialising in the design, implementation and maintenance of UPS systems, standby diesel generators and reliable backup power solutions for essential services. As demand for its services increased, AVK expanded rapidly, opening new project hubs worldwide and securing larger, more complex customer engagements.
This growth exposed limitations in AVK’s existing CRM capabilities. Sales processes were complex, with multiple bespoke products and configurations required per opportunity, each needing detailed data capture, approval and collaboration across teams. AVK also faced a tight delivery deadline, requiring a new system to be implemented within five weeks to support an upcoming major client deal.
Key challenges included:
- Managing complex, multi‑product opportunities with configurable components
- Ensuring accurate data capture at each stage of the sales process
- Enabling effective collaboration across internal teams
- Providing clear visibility and control over opportunity values and approvals
- Migrating end‑to‑end sales processes to a scalable CRM under significant time pressure
SOLUTION
AVK partnered with Cooper Parry Digital to design and implement a Salesforce Sales Cloud solution, tailored to support complex opportunity management and rapid growth.
Delivered in just five weeks, the solution included:
- Migration of AVK’s end‑to‑end sales process into Salesforce
- Custom opportunity management to support multiple products and component-level configurations
- Dynamic forms to ensure the right information is captured at each stage of onboarding
- Opportunity Teams to enable collaboration, assign roles and provide visibility of responsibilities across sales, engineering and delivery teams
- A bespoke Opportunity Value Calculator to accurately calculate complex values, including product costs, maintenance and additional services
- Automated workflows and approval processes requiring sign‑off from engineers and estimators for added components
- Consistent naming conventions and automated population of customer and opportunity data
Training and change‑management support ensured stakeholders could quickly adopt and extract value from the new system.
VALUE ADDED
- Successful CRM implementation delivered within a five‑week timeframe
- Improved visibility and control over complex sales opportunities
- Enhanced collaboration across teams through defined roles and shared access
- Accurate, automated calculation of opportunity values for informed decision‑making
- Reduced manual effort and risk through workflow automation and approvals
- A scalable Sales Cloud platform supporting AVK’s ongoing global growth
- Greater confidence in sales reporting, pipeline health and forecasting
As a result, AVK now operates with a robust, structured Salesforce environment that supports complex opportunity management, improves efficiency and positions the business for continued expansion.
