Transforming Sales Efficiency for a Business Development Team
Case Study with Rinnai
Case Study Summary
Rinnai America Corporation partnered with SOLTECH to modernize sales territory management and eliminate inefficient manual data processes. SOLTECH developed a customized Salesforce solution that migrated existing territory data, automated key workflows, and improved visibility into sales activity across the U.S. and Canada. The new system enabled more accurate territory assignments and commission tracking while giving sales and product teams better information to support customer service and business decisions.
“They adapted their processes to our project’s requirements. The workflow between our teams is seamless, and their communication is great.”
— Claire Bateman, Director of Enterprise Applications, Rinnai
Key Results
- Replaced manual, Excel-based territory management with a customized Salesforce solution
- Migrated and mapped existing territory data into the new system
- Automated postal code monitoring and alerts for territory assignments
- Improved sales territory accuracy and commission tracking
- Configured Salesforce automations to streamline sales territory workflows
- Provided product teams with greater visibility into regional sales activity
Client: Rinnai America Corporation
Rinnai America Corporation is a manufacturer of residential and commercial gas appliances, including tankless water heaters. The company serves customers across the United States and Canada, with a focus on product quality, safety, and customer experience.
Business Goals: Sales Territory Modernization
Rinnai wanted to modernize how its national sales team managed territories and related sales data. Its existing processes relied heavily on manual updates and IT support, limiting the team’s ability to efficiently maintain accurate territory information.
The company aimed to migrate its territory definitions into Salesforce, streamline reporting, and give sales representatives greater control over day-to-day data management. A more efficient system would help the team manage customer relationships and sales activity while reducing administrative work.
SOLTECH revolutionized Rinnai's business development with a tailored Salesforce solution, boosting efficiency, optimizing data management, and elevating customer service to new heights.
Business Challenge: Manual Territory Management
Rinnai’s sales team relied on outdated data tools and Microsoft Excel to manage territory information. These manual processes made it difficult to maintain accurate records and contributed to operational problems, including incorrect commission payments.
As territory information changed, the team needed a more reliable way to manage assignments and keep data current. The existing approach created unnecessary administrative work and made it harder for sales representatives to independently manage the information they needed.
Rinnai selected Salesforce as its new platform but needed a customized implementation that could accommodate its territory structures, existing data, and sales workflows.
“Their team remained receptive to feedback and made adjustments quickly. They adapted their processes to our project’s requirements. The workflow between our teams is seamless, and their communication is great.” – Claire Bateman, Director of Enterprise Applications, Rinnai
Solution: Customized Salesforce Platform
SOLTECH worked closely with Rinnai to understand its sales processes, territory management requirements, and existing data structures. Based on those needs, the team designed and developed a customized solution within Rinnai’s Salesforce environment.
The implementation included migrating and mapping existing territory data, creating custom Salesforce objects, and configuring automations tailored to the sales team’s workflows.
SOLTECH also integrated Salesforce’s mapping capabilities and developed a service that monitors for new ZIP and postal codes. When new codes are identified, the system alerts Rinnai’s team so they can assign them to the appropriate sales territories.
Together, these capabilities gave Rinnai a more organized and efficient way to maintain territory information, reduce manual data management, and support accurate sales tracking.
Impact: Accurate Sales Operations
The customized Salesforce solution improved how Rinnai manages sales territories across the United States and Canada. By replacing manual spreadsheets with a centralized system, the sales team gained a more efficient way to maintain territory information and track sales activity.
Improved territory mapping and data accuracy also helped Rinnai address commission tracking issues, supporting more accurate payments to sales representatives. With automated alerts for new ZIP and postal codes, the team can more easily identify territory information that needs to be updated.
The solution also provided Rinnai’s product team with better visibility into which products were being sold in different geographic areas. This information supports more informed regional marketing decisions.
Overall, the modernization reduced reliance on manual processes and gave Rinnai’s sales and product teams a stronger data foundation for their day-to-day operations.
