Preparing for scale with Green Plains' Fluid Quip Technologies

Client Profile

Project + Partners



Total Annual Revenue


Employee Count

Sales Cloud Launch and Tech Debt Mitigation


More time spent selling onsite


Reduction in onboarding time

Project Overview

Green Plains Inc. is a publicly-traded, leading agri-tech company committed to transforming their platform to process annually renewable crops into more sustainable, high-value ingredients. In 2021, Green Plains acquired Fluid Quip Technologies to expand their footprint into ethanol manufacturing engineering, research and development.

Post-acquisition, Fluid Quip had been growing rapidly. With access to additional resources from Green Plains, the expansion of Fluid Quip was inevitable.

To ensure their focus remained on generating additional contracts with ethanol plants globally, Fluid Quip engaged ShadowRock to refine the existing sales process, integrate industry news sources and develop additional product lines and service offerings.

Project Execution

We delivered a small, effective engagement for Green Plains / Fluid Quip Technologies to assist with their growth plans.

Rather than addressing only the tactical configuration items at hand, we incorporated some table-stakes integrations and provided advisory to guide Fluid Quip to sales excellence.

Together, we:

  • Configured Single Sign On with Microsoft Entra ID
  • Advised on e-signature technologies and configured an integration with DocuSign for Non-Disclosure Agreement processing
  • Configured multiple sales processes for new product lines
  • Untangled existing technical debt in the Salesforce Sales Cloud implementation.
  • Integrated RSS feeds to provide tailored, detailed industry content for sales reps
  • Build dashboards, reports and forecasting to enable sales performance measurement

Project Results

Fluid Quip was able to not only prepare for increased staffing levels and additional product / service lines, but they were able to greatly reduce administrative time managing pipeline.

This enabled field sales representatives to spend more time with prospects and clients, and less time inputting, tracking down and configuring information.

A few tangible outcomes:

  • Reduced time spent managing passwords and access by 75%
  • Reduced time to generate NDA by 60%
  • Reduced onboarding time for new sales reps by 20%
  • Provided clear, objective reporting for sales performance management

We make a good match

ShadowRock has been an invaluable partner in our company's transition to Salesforce. They staffed a skilled team that helped guide our implementation from start to finish. ShadowRock's expertise with the Salesforce platform allowed them to quickly understand our unique business needs and propose customized solutions leveraging Salesforce products like Sales Cloud and Service Cloud.

Within just 6-7 months, ShadowRock empowered our team to become self-sufficient with Salesforce  through hands-on training and ongoing mentorship. Their responsiveness and commitment to our success are unparalleled.  I would highly recommend ShadowRock to any organization looking for an experienced Salesforce architect and implementation partner.

Frank Jonke
Director, Sales Operations at Klick
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