SUMMARY

• Davis Lighting supply lighting solutions to the construction industry with more than 1000 clients in 10 countries
• Sales teams in Singapore, Malaysia and Australia 
• Supply to more than 2,500 projects 
• Davis has Sales, manufacturing, R&D and maintenance teams 

CHALLENGE

• Davis came to Motii with a clear vision of what they wanted to achieve and highly capable teams 
• Motii was tasked with turning the vision and processes into something that would work in Pipedrive without overcomplicating the process
• Davis’s sales teams across the 3 countries operated separately with different processes 
• Reporting was not centralised 
• Sales forecasts needed to be more accurate
• Sub-contractors, builders, architects, specifiers and end-clients all needed to be tracked to determine success rates of individual suppliers 

SOLUTION

• Migrate teams from excel and other systems onto Pipedrive
• The decision was made to bring the Singaporean and Malaysia teams into a single Pipedrive instance
• While the Australia team was kept separate due to the different requirements of the Australian market 
• Ensure standardisation across team processes for reporting purposes 
• Implement a way to track suppliers success and failure across projects 
• Implement project IDs, purchase order variance and quote types to make analysing like-for-like deals easy 
• Motii created a custom solution leveraging the Pipedrive API that allowed Davis to easily create new suppliers and 
  

OUTCOME

• Over a 12-week  implementation period, Motii worked closely with the Malaysian head office and Australian sales division to implement their vision 
• Implemented custom API work to achieve reporting goals 
• Created custom filters allowing data to be easily surfaced 
• Provided team training sessions upon go-live
• Provided a video-based training manual 

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