Case Study: Penna Cement Industries achieves 15% increase in sales volumes with Salesforce

Penna Cement paves the way to sales and customer success with Salesforce

Penna Cement, founded in 1991, is one of India’s largest privately held cement manufacturers with a 10 million tonne annual capacity, serving customers from homeowners to global construction firms. As it pursued a five-year plan to strengthen sales, distribution and customer service, the company struggled with scattered customer data, manual sales processes, fragmented communication and poor visibility, which led to missed requests and ineffective field visits.

Penna implemented Salesforce Customer 360 (Sales Cloud and Service Cloud) to digitise sales and service—introducing mobile order capture, lead and inventory management, Chatter collaboration, a dealer/mason loyalty app, campaign automation, telephony integration and real-time dashboards. The move delivered tangible gains: sales volumes up 15%, customers added +11% YoY, operational efficiency +21%, costs down 12%, dealer/influencer network +15%, trade sales +13% and service turnaround time improved 50%.

Penna Cement Industries

Vamsee Mohan Kanneganti

General Manager – IT