Veolia Energie ČR: Salesforce Data Integration

Veolia Energie ČR gained the data needed for initial customer screening directly in their CRM through BizMachine data integration. At first glance in Salesforce, they can see a company’s financial health. Project managers save time and protect potential investments.

• 3+ million Czech companies in the database: BizMachine’s REST API provides a broad foundation of up-to-date data for all sales process needs.
• 2 seconds to populate all important company data when creating a new client in Salesforce
• On-demand data updates: regular
• Robust integration of the data API into Salesforce CRM

Problem

Veolia decided to adopt a new CRM. Salesforce was implemented by integration partner Mooza inspire.

Having client data in one place is essential for modern B2B sales. For Veolia, a new business partner often means investment capital, so their sales team needs to quickly assess whether it’s worth entering initial discussions with a new potential partner.

Being able to evaluate the risk of a given partnership at first glance — seeing at minimum the company’s financial health derived not just from revenue and margin, but also from its market behavior — is crucial for Veolia. Yet this also involved laborious online searching and sometimes detective work that took dozens of minutes. Moreover, each sales rep could interpret the found information differently.

BizMachine Solution

1) Salesforce Integration

BizMachine data is connected to Salesforce via API.

2) Automatic Data Population for New Clients

When entering a new business case’s company ID, data about the entity’s financial health is immediately pulled into the CRM via a risk indicator.

3) Fresh Data for Every Business Case

Sales reps get only the data they need for their business case. And it’s absolutely fresh.

4) Sales Reps Choose Which Data Gets Populated

Using a simple checkbox, sales reps select which BizMachine data they want to add to the client record in the CRM via API. Once they confirm their selection, current data is pulled directly from BizMachine into Salesforce. Sales reps can access relatively standard data like address, website, NACE code, legal form, but can also add revenue and its growth, connected companies, or margin.

5) Data Updates on Demand

6) Access to Complete BizMachine Data with One Click from Salesforce

At any time, data about any company entered in Salesforce CRM can be expanded to show the full scope of current data directly in Prospector, via the BizMachine Details button right next to the CRM record of the given company. This way, sales reps can conveniently access media news selections or other current information about the company.

Solution Advantages

➤ Financial Health at a Glance

Financial health is a key tracked indicator that is automatically populated in the CRM after entering the company ID, displayed in a visually clear traffic light format. This significantly saves project managers’ time during initial screening of potential partners.

➤ Bulk Lead Import

BizMachine API also enabled painless import of selected data for all existing Veolia customers. Sales reps can then call up and supplement missing data via API at any time.

➤ Wide Data Enrichment Options

For each company, a sales rep can have all these fields automatically populated:

• Company Name
• Company ID (IČO)
• Tax ID (DIČ)
• Date of Establishment
• Address
• Revenue Category
• Revenue Growth
• Margin
• Number of Employees
• Risk Presence
• Risk Indicator
• Website
• Environmental polluter list status

➤ Extended Reach and New Business Potential

Veolia can use not only data in the CRM but also Prospector — either directly to search for new business opportunities that can be manually imported into Salesforce, or conversely, access additional company details directly from Salesforce.

➤ Speed

Data from BizMachine is populated into Salesforce almost instantly. Then everything is in one place.

➤ Timeliness

Data is updated daily, making it possible to track how a company is performing and evaluate risks for investment projects.

➤ Clarity

Sales reps select only the data relevant to their specific business activities and sectors.

➤ Convenience

All data about a specific company is organized under the given contact directly in the CRM. Searching through this information is easier than tracking it down in emails or on the internet.

In Our Clients’ Words

"When creating a business partner record, public data is automatically pulled in, and among the key data are the financial health indicator and connected company data — so they essentially have all the materials for a first meeting in one place in Salesforce, in the blink of an eye."

— Vladimír Hanák, Deputy Commercial Director, Business Development CZ, Veolia Energie ČR Group

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"Data is perceived as a fundamental tool for work. Prospector was added to regular company monitoring, and later direct CRM integration implemented by Mooza. As noted: Getting to know BizMachine’s Prospector and implementing Mooza’s new CRM were two projects that went hand in hand for us."

— Jakub Hřídel, Project Manager, Veolia Energie ČR

What Our Integration Partner Adds

"BizMachine’s Salesforce integration was nothing new for Mooza — approximately a year before Veolia, they had done the same for internal needs. In that year, they noticed significant progress at BizMachine. Communication was absolutely excellent and seamless, and the current BizMachine API documentation is at a perfect level, containing all necessary information including examples of how to implement their API."

— Radek Petruška, Mooza Developer

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