SIRVA Leverages the Power of the AppExchange to Slash Costs and Boost Sales; 85 Percent Cost Savings in Training App Alone

"Thanks to a decision to develop on the Force.com platform, we've saved more than 85 percent in upfront and ongoing development costs in our training app alone. Plus, we now present a coordinated, professional face to our customers while ensuring that we sell as smartly and efficiently as possible across all departments."


Challenge
  • SIRVA, a leader in providing relocation solutions to a well-established and diverse customer base around the world, wanted to consolidate a variety of disparate SFA systems into a single solution
  • The company lacked a shared view of its customer base
  • It needed to coordinate business across multiple divisions, including SIRVA Relocation, Allied Van Lines, and northAmerican Van Lines
  • Given its mobile sales force, the company required support for offline users; support for international efforts was another deciding factor in selecting a CRM system
  • The company could not afford costly client/server-based technologies; the inflexibility of these types of applications failed to align with SIRVA's business culture and growth

Solution
  • SIRVA deployed Salesforce Enterprise Edition to 419 users across three divisions worldwide
  • Customized views created for each unit bolsters usability and productivity
  • Salesforce enables SIRVA to tie sales probabilities to the company's sales methodology; custom forecast reports are easily created from updated dashboard information
  • Using Force.com Builder, SIRVA developed an elaborate employee training course management application and a dynamic benchmarking application based on customer data
  • SIRVA also developed a user poll application from which the company will roll out polls to solicit and aggregate client feedback from around the world
  • Another AppExchange-developed application to organize reporting structures helps the services group sell and engage customers at the appropriate levels

Results
  • By unifying operations within one solution, the company improved coordination and can now leverage its worldwide sales efforts across all divisions
  • With significant productivity gains and increased visibility across sales operations in Asia, Europe, and North America, SIRVA has seen a jump in sales
  • The company presents a coordinated, professional face to customers, instilling greater loyalty and brand integrity
  • Over 85 percent ($125,000 upfront and $23,000 per annum) cost savings reaped as a result of developing its training application on the Force.com platform
  • The ability to track precise metrics and therefore provide evidence on employee training has been a huge selling point with clients
 
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