Salesforce Fuels New Revenue Opportunities at WJ Communications

“Success is now measured by customer, by sales person, and by product line—putting our finger on the pulse on our company so we can better plan for the future.”


Challenge
  • WJ Communications —a leading provider of radio frequency (RF) solutions serving multiple markets targeting wireless communications—needed a CRM solution to streamline its sales, marketing, and customer service processes
  • An existing system plagued with bugs and muddied data failed to capture user adoption
  • The company could not accurately gauge the effectiveness of its efforts 
  • WJ Communications sought a robust yet easy-to-use solution that would add value to its salespeople and accommodate expanded usage beyond a mere sales tool

Solution
  • Choosing Salesforce for its workflow capabilities and comprehensive solution-set, WJ Communications deployed Salesforce Enterprise Edition to 24 users across the U.S., Asia, and the UK in less than 60 days
  • Third-party consulting firm Carabor Business Solutions helped the company import and clean data to ensure the new application provides rich information from the onset
  • Adoption is driven by a checks and balances incentives
  • Dashboards track and measure opportunities, close rates, loss rates, and other sales metrics
  • Salesforce Marketing generates auto-reply emails and consolidates product line and customer information to help marketing and sales negotiate priorities
  • Salesforce Call Center allows the customer service group to view and respond to all customer emails in a poolSalesforce Call Center allows the customer service group to view and respond to all customer emails in a pool
  • From the AppExchange marketplace, WJ Communications downloaded and installed Access Hoover’s to provide integrated access to its database of up to 21 million companies within its Salesforce solution
  • Integration of Right90, another AppExchange app, will bring insight into the company’s sales forecasts

Results
  • Salesforce is the source of all engagement efforts—driving new design and revenue opportunities
  • The company has a deeper understanding of its sales pipeline and its customers
  • Success can now be measured by customer, sales person, and product line—giving management a clearer picture of what works and how best to direct efforts
  • Sales and marketing coordinate efforts with more synergy to win design accounts
  • Workflow capabilities—along with the AppExchange marketplace of apps—extend the functionality of Salesforce beyond a mere contact management tool
 
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