Client Case study

How GUBI went from limited account insight to complete stakeholder visibility

about GUBI

GUBI is an international design house of furniture, lighting and interior objects with a key position in the global design scene. Its designs are sold through leading retailers worldwide, its own webshop, as well as to office spaces, hotels and restaurants.

After several years of strong growth, GUBI has recently partnered with the private equity investment company, Axcel, to help the company expand even further by developing its existing business, accelerating growth in new markets, and launching new products.

Sector

Design furniture, lightning and interior objects

Website

www.gubi.com

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The Challenges

Prior to teaming up with ARPEDIO, the main challenge for GUBI was too little visibility into accounts and stakeholders. The organization as a whole simply didn’t have the full insight potential it desired into its customers and stakeholders.

All critical information was managed individually by the respective salespeople, and therefore inaccessible to the rest of the organization. Everyone was doing their account and opportunity planning using different tools, including spreadsheets, notebooks, and even post-its for important data.

This siloed approach made it impossible for account managers to share and compare data and valuable insights across teams and departments. The lack of information and collaboration made GUBI extremely vulnerable to employee churn, and made it difficult to create accurate forecasts as decisions were largely based on gut feeling rather than actual data.

The Solutions

Following initial meetings to identify GUBI’s specific needs, an implementation plan to go live with Salesforce and additionally leverage ARPEDIO’s Account-Based Selling tools was quickly established.

In only a four week sprint, using gamification elements, GUBI was up and running with their brand new commercial platform. The new platform consisted of Salesforce Sales Cloud combined with ARPEDIO’s Relationship Mapping and Account Planning solutions – all implemented by ARPEDIO.

The Salesforce platform combined with ARPEDIO’s Relationship Mapping and Account Planning tools have helped GUBI manage internal and external relationships with key stakeholders. Additionally, GUBI can now create and maintain account plans in Salesforce with standardized best practice templates.

The Results

Using ARPEDIO’s Account-Based Selling platform natively within Salesforce Sales Cloud, GUBI has managed to reinforce their commercial capabilities and completely transform their way of managing stakeholders as well as optimize their approach to sales in general.

Today, GUBI has a complete view of accounts and stakeholders. The infinite number of approaches reps used before for their accounts is history. ARPEDIO has helped GUBI define best practices and achieve a unified approach to stakeholder management – everything directly in Salesforce.

Critical data is no longer only available to the individual salesperson. All data now belongs to GUBI and is stored centrally in the organization, making it available to everyone and eliminating risk. By implementing ARPEDIO, GUBI realized the following benefits:

A unified sales approach based on data rather than gut-feeling, allowing the sales team to work much more strategically with stakeholders.
Full transparency into the relationships between GUBI and their stakeholders, and subsequently the ability to address and resolve potential pain points.
The ability to assess accounts and leverage suggested next best actions from ARPEDIO, and track account and relationship health over time.