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About Roland

Roland Corporation is a leading manufacturer of electronic musical instruments, professional recording equipment, and software.

Industry: Music

Headquarters: Vancouver, BC

Key Events: Musikmesse, The NAMM Show

Sales Order Management
Quotation Mark

I asked the teams if they would be willing to give up Handshake, and the answer was a uniform and resounding, "No!" Handshake has now become an integral part of our sales process.

Quotation Mark Paul McCabe CEO, Roland Canada Roland Portrait

Paul McCabe

CEO, Roland Canada

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Handshake Strikes a Chord with Roland Corporation

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The Challenge:

Roland Canada needed a fully synchronized order management solution built for better coordination among their nationally distributed sales teams.

The Results:

  • Reps are prepared with customer information, order history, and pro-forma orders ahead of customer appointments.
  • Roland’s Executive Managers can easily track real-time sales performance with Handshake’s reporting features.
  • Instant order sync means much better management of shared customers among Roland’s Regional Sales Consultants, Product Sales Specialists, and Inside Sales Teams.

The Story:

A Leader in the Music Industry

Roland is a globally recognized manufacturer of keyboards and synthesizers, guitar products, electronic percussion kits, digital recording equipment, amplifiers, audio processing devices, and more. With over 40 years of innovation, Roland sets the standards in music and video performance and production technology for the world to follow. Roland Canada Ltd. is the Canadian base of operations for Roland Corporation.

With Headquarters near Vancouver, facilities in Toronto, and field staff living and working in all major population centers across the country, Roland Canada serves both established and new retail channels while maintaining a very close connection to their passionate end-users across the country.

Powering Field and Trade Show Sales

In 2012, Roland Canada equipped reps with Handshake to ensure they had all customer information on hand, and reps wrote “pro-forma” orders ahead of important customer appointments, preparing a personalized shopping cart for their buyers. Paul McCabe is the President and CEO of Roland Canada, and he offers some insight into the company's decision to go with Handshake.

"Roland Canada's customer facing teams include account-focused Regional Sales Consultants and application-centered Product Sales Specialists. Both groups transact with the retailers, and are supported by Inside Sales Teams in Toronto and Vancouver. The potential for having several team members sell to the same customer combined with the obvious geographic and time zone and considerations prompted us to investigate a paperless and synchronized order-taking solution, which is where Handshake came in."

Roland’s sales teams call on specialty music dealers, consumer electronics retailers, and key consumer customers throughout the year. The NAMM show, along with Musikmesse in Frankfurt, is one of the music industry’s most important trade shows for sales teams showcasing new products and meeting with key industry and dealer executives.

"Just prior to the industry's largest domestic trade show of the year in 2012, we test-deployed Handshake to our field staff, and after a series of brief orientation sessions, our team hit the show floor. Feedback was immediate and positive. The workflow was intuitive and comfortable, customers enjoyed the experience, and the infrastructure proved to be rock-solid. Our Executive Managers also enjoyed being able to "look in" on key account orders as they were happening, and the two sales teams were able to manage shared customers with ease."

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