PROBLEM
Café Iguacu is one of the world’s largest producers of instant coffee, exporting soluble coffee products from Brazil to more than 50 countries worldwide. With a diverse product portfolio—from bulk coffee ingredients to private‑label products—and a global customer base, Café Iguacu operates long and complex sales cycles that can last over a year.
As the business scaled internationally, existing systems made it difficult to manage customer interactions, sales data, and reporting—particularly for a highly mobile sales team.
Key challenges included:
- Limited mobile functionality
Sales teams working remotely and travelling internationally lacked reliable mobile access to customer data and CRM functionality. - Poor visibility across long sales cycles
With extended lead times, sampling phases, and multiple pricing discussions, important customer interactions were not consistently tracked. - Incomplete customer lifecycle insight
Critical details were often lost across interactions, reducing visibility into customer needs and engagement status. - Inefficient lead management
Lead generation and qualification processes were difficult to manage and lacked consistency. - Limited and slow reporting
Reporting was incomplete and time‑consuming, preventing timely insight into sales performance and environmental impact metrics such as waste reduction.
Café Iguacu needed a scalable, mobile‑first CRM solution to support its global sales operation and provide clearer insight across the full customer lifecycle.
SOLUTION
Cooper Parry Digital implemented Salesforce Sales Cloud and Salesforce Inbox, delivering a flexible, mobile‑enabled CRM platform tailored to Café Iguacu’s long‑cycle, relationship‑driven sales process.
The solution included:
- Salesforce Sales Cloud implementation
Salesforce became the central platform for managing leads, opportunities, accounts, and customer interactions globally. - Optimised lead‑to‑opportunity process
A structured lead optimisation framework was introduced, ensuring smoother progression from lead capture through to deal close. - Mobile business card capture
A business‑card scanning app was implemented, allowing sales representatives to capture prospect data instantly while travelling, with secure syncing back to Salesforce. - Enhanced sales data capture
Salesforce was configured to support an unlimited number of pricing, sampling, and product discussions linked directly to the appropriate customer records. - Improved reporting and dashboards
Custom reports and dashboards provide visibility into key metrics, including reasons for lost deals and future pipeline performance. - Salesforce mobile experience
Salesforce Mobile enables the team to access customer data, update records, and engage with opportunities anytime, anywhere.
VALUE ADDED
The Salesforce solution delivered by Cooper Parry Digital enabled Café Iguacu to modernise its global sales operations while improving efficiency, visibility, and sustainability insight.
Key outcomes included:
- Improved lead conversion and sales efficiency
Streamlined lead processes increased conversion rates and reduced time spent on administration. - Greater visibility across long sales cycles
All sales interactions—from initial contact to sampling and closure—are now tracked in one system. - Significant time savings in reporting
Automated reporting delivers a saving of 25 hours per month, freeing teams to focus on selling and analysis. - Increased business efficiency
Overall operational efficiency improved by 55% with better data access and reduced duplication. - Lead generation at scale
Café Iguacu increased lead capture to eight times more leads per month. - Empowered mobile workforce
Sales teams can work effectively on the move with real‑time access to Salesforce. - Improved insight into environmental impact
Better data visibility supports more informed decisions around waste reduction and sustainability initiatives. - Future‑ready CRM foundation
Salesforce now supports Café Iguacu’s global operations today while providing a scalable platform for future growth.
