CTA Smart's Transformation: Boosting Sales by 300% with IoT

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• Logistics & Transportation
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CTA Smart, a national leader in the control and management of internal fuel supply, was facing significant challenges in scaling their sales and managing their operations efficiently. Despite having a lean structure of about 60 employees, they were handling a high volume of customers, supply points, and fuel loads. In 2019, the lack of standardization and the use of about eight disconnected systems were preventing the commercial team from being agile enough to scale their sales. This lack of connection between systems also impacted other departments’ work, such as finance, customer support, and production. These teams didn’t receive all the information they needed to manage their respective processes efficiently, often delaying deliveries for contracts and services. Furthermore, CTA Smart's top leadership was struggling to consult and control the company's operational metrics due to the lack of integration and clarity of information flows.

CTA Smart is a national leader in the control and management of internal fuel supply. With 10 years of expertise in the market, the company helps customers enhance their fuel and fleet management, saving time and money. The company supplies more than 3,000 refueling points, controlling about 1 billion liters of fuel in 2021. Despite having a lean structure of about 60 employees at the end of 2021, they handle a high volume of customers, supply points, and fuel loads. Agility and efficiency are key attributes of CTA's operation. They also operate in the United States under the name Link2Pump.

To overcome these challenges, CTA Smart underwent a complete overhaul of its strategic planning at the end of 2019, structuring an ambitious and aggressive expansion plan. They hired Píer Partners to provide financial consultation and improve their internal processes. After a market mapping, Pipefy was chosen as the orchestration platform for all CTA Smart’s processes. The first process implemented in Pipefy was Sales CRM, followed by several operational processes such as customer logistics and customer onboarding. After this first round of implementation, all support departments such as HR, Marketing, Finance, Reimbursement, and Support also adopted Pipefy. Following Pipefy’s deployment, CTA quickly began leveraging improvements in their daily routines. Data no longer had to be manually typed, which reduced rework and increased information consistency across sectors. After standardizing and connecting internal flows, CTA and Pier started spotting opportunities to gain even more efficiency, such as automating repetitive tasks.

• The implementation of Pipefy has brought about significant operational improvements for CTA Smart. The company has been able to standardize and connect internal flows, leading to increased efficiency and reduced rework. The automation of repetitive tasks such as sending emails for customer onboarding, filling in customer information, and assigning professionals to each task has further enhanced operational efficiency. The operational and commercial departments now have clear metrics and ambitious goals, controlled by the company's managers through dashboards. The sales funnel was the most positively affected process, with the average time to close a deal with a customer significantly reduced. The desired scalability has also been achieved, helping to take CTA’s operation to the next level.

• Sales increased by 300% after one and a half years using Pipefy.

• The average time to close a deal with a customer decreased from 90 days to 42 days, an improvement by 53%.

• 95% of its employees have direct contact with the Pipefy platform.