Salesforce CRM and Force.com Deliver Visibility and Custom Applications at Kepner-Tregoe

Challenge

• Kepner-Tregoe, an international management consulting and training firm, urgently needed to upgrade its centralized system to manage pipeline and critical customer information.
• The restructuring of the sales organization required a new level of collaboration and sharing.
• The company wanted a global CRM solution that could be rapidly implemented.
• Maintaining a low total cost of ownership (TCO) was very important to Kepner-Tregoe.

Solution

• Kepner-Tregoe selected Salesforce CRM Professional Edition over SalesLogix.
• The CRM solution was rapidly implemented to meet tight executive deadlines; Kepner-Tregoe later upgraded to Salesforce CRM Enterprise Edition.
• Salesforce CRM’s cloud-computing model provides easy access to customer data from any location worldwide.
• The company now has multi-currency support for global operations.
• A custom Forecasting System—that allows users to find opportunities easily on accounts they own—is used worldwide by everyone in the company.
• Kepner-Tregoe also built a License Query system that enables global licensees to log into a custom SharePoint-hosted site and search account information in Salesforce CRM.
• Kepner-Tregoe implemented DeliveryForce, a custom application for KT’s instructors that automates a training attendee reporting process previously managed in Excel spreadsheets; DeliveryForce fosters CRM accountability, improves marketing, and generates new opportunities for the organization globally. 
• DeliveryForce integrates with Kepner-Tregoe’s third-party survey and learning management applications to further expand its scope and reduce workflow complexity.

Results

• Kepner-Tregoe now has the ability to manage information centrally for improved productivity, collaboration, and sales effectiveness.
• Salesforce CRM provides complete visibility into all accounts and pipelines – across the U.S., Canada, and Europe.
• The company has seen increased success on an international scale since deploying Salesforce CRM.
• Feedback for DeliveryForce has been very positive with users citing ease of use and the ability to track potential business opportunities that stem from training session participants as key benefits.
• Kepner-Tregoe is now deploying DeliveryForce to users in Europe, and plans to roll out the application to Asia Pacific in the June/July timeframe.