CA Unifies 4,000 Users Across its Worldwide Sales Organization Under the Salesforce Umbrella

“On a scale of 1 to 10 I’d rate the success of integration of Salesforce into our business at 9.5. We got out-of-the-box multilingual capabilities that we required to deploy worldwide, and we actually run weekly commit calls with our COO and all our global SVPs, right out of Salesforce--which is pretty cool.”


Challenge
  • CA, which delivers software and services that enable companies to manage their IT environments, needed a CRM solution to unify its global sales teams worldwide
  • An existing CRM system in the U.S. proved too cumbersome to gain widespread adoption
  • Multiple, disparate systems across global regions--including homegrown solutions and spreadsheets--prevented upper management from getting an overview of the entire sales organization

Solution
  • CA selected Salesforce Unlimited Edition for its global capabilities, extensive storage, and custom tabs, as well as Salesforce’s market leadership
  • Leveraging Successforce Services, the company deployed Salesforce to more than 4,000 users across the U.S., Europe, Asia, and Latin America with multilingual capabilities in seven weeks
  • Phase I of the implementation focused on reporting and marketing while Phase II added account planning integration with Microsoft Outlook calendaring features
  • Wireless integration equips mobile reps with anywhere, anytime access to Salesforce via BlackBerry devices
  • Over 200 standard reports are produced from a single data source, feeding into dashboards that track pipeline, adoption, last time logged, and other key metrics
  • Weekly calls with the COO and SVPs are run off of Salesforce reports
  • Salesforce Marketing helps CA create and manage automated marketing campaigns such as email and online lead-generation initiatives
  • A ‘Product Hierarchy’ custom tab provides an intuitive map of solution-sets to simplify the company’s extensive and complex catalog of offerings

Results
  • Salesforce centralizes sales data across global locations to provide a consolidated view of the business
  • Weekly meetings are run off of easy-to-use and comprehensive Salesforce reports and dashboards 
  • Multilingual capabilities make for a unified global implementation that folds all worldwide sales data under one umbrella
  • Ease-of-use drives user adoption which in turn drives data integrity, consistency, and visibility into the sales pipeline
 
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