Case Study: Silhouette achieves faster order entry and higher sales productivity with Handshake Corporation

Improving the Sales Management Process with Handshake

Silhouette International AG, a Linz-based eyewear maker founded in 1964, sells premium frames to opticians worldwide and processes over four million order lines a year. The company faced a productivity challenge: field reps spent hours on paper orders and manual prep, subsidiaries maintained teams for data entry, and managers lacked real-time visibility to coach reps—limiting time for strategic selling and customer education.

To solve this, Silhouette implemented Handshake Rep and Handshake Hub (integrated with Infor AS via RESTful APIs) to deliver customer history, pricing, inventory and product media to reps’ iPads, and automated order ingestion with scripted CSV processing and exception handling. The result: faster order entry, real-time tracking for better coaching, elimination of manual entry work, quicker fulfillment and payments, and more time for reps to serve as trusted advisors—boosting global sales productivity.

Silhouette

DezaRae Hedrick

Regional Sales Manager