Turning Sales Data into a Single Source of Truth For Ricoh

Consumers buy from those who make them feel valued, deliver products that do more than what’s merely advertised. A good product is only worth it, if the sales team can further its reach.

Ricoh is a global provider of technology, multinational imaging and electronics. Ricoh had a lengthy sales cycle involving a complex trial aspect for their inkjet printing business, which ran across the business and technical teams, from engaging new leads at the top of the funnel, to proof of concept build and ultimately to order.

TTheir leads moved slowly from early engagement to proof of concept and, finally, to order, often managed through manual processes and an outdated database. Sales folks were scrambling across systems, handling it manually. Customer information lived in silos, making it difficult to see the full picture or understand where each opportunity stood.

Without automation, teams spent valuable time on administration instead of progressing deals. Reporting and data visualization were cumbersome, offering little clarity into pipeline health or sales performance. As complexity grew, so did friction, making it clear the business needed a more connected, transparent, and efficient way to sell.

Ascendion partnered closely with Ricoh to modernize their sales operations using Salesforce as a unified enterprise cloud platform. The focus was on simplifying complexity without slowing the business down. 

Sales Cloud and Service Cloud were implemented to support the full sales and trial lifecycle, from initial lead engagement through proof of concept and order management. During Ascendion’s Design and Define phase, current processes were mapped in detail, identifying inefficiencies and opportunities for automation. This allowed the team to get the platform live quickly while ensuring it was tailored to real business needs. 

Salesforce’s native automation was combined with custom-built functionality to support trial management and cross-team collaboration. Custom dashboards and reports provided real-time visibility into KPIs, pipeline status, and customer progress, easily configurable without heavy administrative effort.