CRM and Beyond: Dreambuilder Investments Runs on Salesforce CRM and Force.com to Increase Assets Under Management by 129 Percent

Challenge

• Dreambuilder Investments—a small New York-based mortgage investment firm—needed more than a CRM tool to manage its bourgeoning business.
• An online version of ACT! could not bend to the myriad customization needs of Dreambuilder’s evolving business, nor could it support the unique challenges faced by the financial services sector.
• Because the company needed a comprehensive solution that mapped to each facet of its business, robust functionality and integration capabilities were crucial.
• Partners account for a large piece of Dreambuilder’s business, so its solution had to include channel management.

Solution

• Impressed by its customizability and the breadth of solutions offered on the AppExchange, Dreambuilder implemented Salesforce CRM Unlimited Edition to eight people in just five days.
• From the AppExchange, the company installed the following apps, extending the benefits and value of Salesforce CRM companywide:

• -VerticalResponse helps Dreambuilder create email campaigns with response tracking within Salesforce CRM.

  -ClickTools, a survey application, captures valuable prospect data to help Dreambuilder more effectively sell mortgages.

  -Strategic Account Planning allows company leaders to collaborate, plan, and coordinate sales efforts for maximum results.

  -Advanced Call Scripting guides sales reps through their interactions with customers using tailored, interactive scripts.

  -DreamTeam offers a collaborative project management solution that incorporates shared calendaring, document management, and team communications.

  -The company plans to roll out AccountDynamics to enable integration between QuickBooks and Salesforce CRM for its finance and operations employees.

• Using the Force.com builder, Dreambuilder quickly and easily customized apps and developed a scoring system that relies on bi-directional integration between Oracle and a custom object in Salesforce CRM.
• The Force.com API bridges Salesforce CRM with a strategic partner via 30 to 40 fields through which both companies exchange service deal information.
• Custom tabs such as Deals, Investments, Homeowner Details, and Borrower Payments allow Dreambuilder to quickly tailor Salesforce CRM to its processes as they evolve.
• Dashboards track mortgage/property purchases, leads, deals, and revenue for easy forecasting and reporting.
• Dreambuilder plans to make available its proprietary mortgage management software to up to 1,000 partners via the Salesforce CRM partner portal; 20 partners are already in pilot

Results

• 129 percent growth in assets under management in one year is attributed in large part to Salesforce CRM.
• The company runs all aspects of its operations—from investors and partners to products and deals—on demand with Salesforce CRM and .AppExchange apps.
• Force.com and the AppExchange ecosystem help Dreambuilder quickly leverage a deep repertoire of pre-integrated solutions and develop custom apps to fit its specific business needs.
• An increase in sales volume is attributed to the company’s ability to view and modify workflow on the fly.
• Simple customizations—executed without a developer—transformed Dreambuilder into an agile organization with greater insight into its business.