SLR Business Credit provides customized asset-based lending solutions to middle-market companies across various industries. With a focus on accounts receivable, inventory financing, and term loans, SLR Business Credit helps businesses manage cash flow and achieve growth objectives. As a part of SLR Investment Corp (NASDAQ: SLRC), SLR Business Credit leverages a strong capital base and industry expertise to offer flexible financing options up to $100 million.

When they came to Operatus, they had a few challenges: 

• Out of the box, Salesforce had been implemented with limited advice or customization, and thus needed to be fine-tuned to fit SLRBC’s needs better.
• Leadership wanted to have clear, standardized processes to assist the team of BDOs and facilitate a clearer sales process.
• SLRBC was not capturing the relevant data points it wanted in order to improve the sales process.
• As implemented, Salesforce did not provide key business insights from CRM data.

SLR sought advisory services from Operatus, desiring the sales operations perspective to guide their CRM strategy. The initial 3-month sprint accomplished the primary objectives, and they remain engaged in a fractional advisory capacity.

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• Operatus implemented Salesforce for SLRBC in a manner that incorporated already established business processes.  This allowed the implementation to be user-friendly and allowed the team to create actionable data points from data that was previously anecdotal. → saving 4 hours/week across the user base in clarifying questions and manual data fixes.
  
  
• Operatus documented the purpose and meaning of each stage of the sales process, ultimately separating the sales path into two distinct processes performed by different teams → saving 4 hours/week in manual data input and tracking for an administrator.
  
  
• Operatus aligned the information that users collect throughout the sales process with stages, and rearranged pages to help users align the conversations and workflows to SLRBC’s desired sequence → increasing population rates on 33% of opportunity fields.
  
  
• Operatus recreated SLR's standard reporting within Salesforce to make exporting, sharing, and reviewing Salesforce data more efficient → saving 4 hours each week in manual composition of reports.
  
  

The customization that Operatus implemented allows SLR to manage its sales process through an insights-driven approach → creating on-demand visibility into 10 new metrics which previously were only reviewed ad hoc