Dr Pepper Snapple Group Improves Business Visibility with Salesforce CRM

Challenge

• Dr Pepper Snapple Group, one of the largest beverage companies in the Americas, wanted to replace the contact management software its sales team was using with a more robust CRM solution.
• The company, which manufactures, markets, and distributes more than 50 beverage brands, needed a better way to generate reports. Sales reps were spending a day each month entering data into Excel; it took an analyst a week to compile summaries for upper management each month. 
• Managers wanted a system that would provide real-time views of KPIs and sales performance, and track sales activities. The ability to retain historical information was also important.
• Dr Pepper Snapple Group required a solution it could adapt and customize to meet its unique business needs and be adopted by employees.

Solution

• Dr Pepper Snapple Group deployed Salesforce CRM Unlimited Edition in just 4 months to 100 sales, marketing, and finance employees with high adoption rates; the entire Fountain Food Service Division, including upper management and business development uses Salesforce CRM.
• Salesforce.com Certified Administrator participated and continues to participate in Salesforce.com Training and Certification programs to get the most out of their investment.
• Salesforce CRM Sales helps Dr Pepper Snapple Group manage the sales process, and track and measure activities for over 10,000 accounts. 
• Reports and dashboards provide comprehensive business views and track KPIs including sales calls and volume.
• With help from Force.com Certified Developer, Dr Pepper Snapple used Force.com code to design a custom application to track rep activities and map performance to goals. 
• Custom tabs provide views of fountain and business strategies to help increase overall volume. 
• Force.com's connect for Microsoft Outlook keeps customer information and communications in sync. 
• Salesforce CRM Enterprise Edition administration ensures that only the appropriate users have access to data.
• Salesforce.com Premier Support includes a dedicated salesforce.com rep to help Dr Pepper Snapple get questions answered quickly. 
• Dr Pepper Snapple plans to deploy Salesforce CRM's mobile access shortly. Integration with SAP and a custom application to manage contracts are planned for future phases of deployment.

Results

• Salesforce CRM dashboards provide fast access to data and business analysis for more complete business views throughout the organization.
• Executives have a detailed view of rep activities and performance for more precision business management.
• Reduced time spent compiling reports lets reps focus on generating business.
• Salesforce.com Premier Support frees up administrator time to focus on in-depth business analysis.