Case Study: Herman Miller achieves solution-centric selling and 200% email revenue growth with Salesforce DMP

Herman Miller uses Salesforce to become more solution-centric and build deeper customer relationships

Herman Miller, an icon in the furniture industry focused on inspiring design, needed to move from a product-centric model to a solution-centric approach. That shift required sales teams to collaborate across the company, better understand and anticipate customer needs, and deliver seamless, world-class experiences to dealers, retailers and end users — all from anywhere.

Herman Miller implemented Salesforce (Sales Cloud, Marketing Cloud, Chatter and the Salesforce mobile app) to connect sales, marketing and service in real time. The platform created a repeatable process to anticipate customer needs, improved account visibility and collaboration, and drove strong marketing results — including a 200% increase in email revenue and a 100% increase in email conversions during a recent holiday campaign.

Herman Miller

Brian Walker

President & CEO