Fujitsu Network Communications Streamlines Information Access by Integrating Salesforce with SAP

“We found salesforce.com to have the most advanced offering in the marketplace. We were able to gain buy-in from upper management on down—which has been the key to success.”


Challenge
  • Fujitsu Network Communications, a leading provider of customer-focused information technology and communications solutions for the global marketplace, needed a CRM system to bring greater efficiencies to its sales management process.
  • Previous CRM systems had failed to take hold at the Fujitsu subsidiary, so usability figured prominently on the list of criteria.
  • Integration with the company’s SAP backend system was crucial.

Solution
  • After selecting salesforce.com in part for its market leadership, Fujitsu Network Communications deployed Salesforce Enterprise Edition to 183 users.
  • Integration with SAP lets users view orders, customer contacts, historical data, and other information directly from Salesforce.
  • The company created an incentive program to promote the software-as-a-service solution over manual sales operations.
  • Salesforce drives opportunity and lead management for individual users.
  • Users can now create dashboards to track usage metrics and ensure forecast accuracy.
  • Reports generated from Salesforce help the sales team in monthly forecast meetings.
  • Security rules accommodate tiered access that matches the company’s sales leadership structure.
  • Plans to use Salesforce as a platform will provide Fujitsu sales operations with a single touch point for all information.

Results
  • Salesforce is the first CRM tool successfully implemented for the entire Fujitsu Network Communications sales team.
  • High user adoption translates to greater data integrity and more accurate forecasts.
  • Integrating backend SAP data with Salesforce unifies information on one system—b oosting efficiencies and productivity.
  • Salesforce provides Fujitsu Network Communications’ upper management with greater overall business intelligence.
 
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