LucidEra Drives Growth With Salesforce for Customer Relationship and Content Management

“We added Salesforce Content because as we’ve grown, the need to make it easy for our teams to find the right information has grown exponentially. The bottom line is that product marketing and sales both love the application.”


Challenge
  • A leading provider of business analytics-as-a-service tools for sales, operations, and finance managers, LucidEra needed a full-service customer relationship management (CRM) solution that would grow with it.
  • The company also needed a solution to distribute and manage content and to ensure sales delivered the latest messaging. 
  • As a provider of on-demand business analytics, the company required a software-as-a-service solution that could be easily integrated with third-party applications, including a home-grown offering.
  • The company’s sales model evolved to become a mix of inside and outside reps, increasing the need for salespeople to communicate, collaborate, and find the right information quickly.
  • LucidEra wanted to replace a wiki with an integrated content management solution that required less management oversight.

Solution
  • LucidEra selected Salesforce for its software-as-a-service delivery model, easy implementation, and broad-ranging support for sales force automation (SFA), marketing, and customer support.
  • The company implemented Salesforce Enterprise Edition for 20 users, including sales, marketing, and customer success.
  • LucidEra chose Salesforce Content over other content management systems for its integration with Salesforce, tagging capability, and usage data.
  • With Salesforce Content, users can easily find and subscribe to the most up-to-date and relevant documents.
  • Salesforce.com partner Theikos provides support for future growth with Salesforce, including the integration of NetSuite for Financials.
  • LucidEra downloaded and installed InsideView and CRMfusion from the AppExchange marketplace for greater insight into account activities. The company is also rolling out Eloqua for email marketing.
  • Automatic lead routing drives campaign success and helps measurement, ensuring no opportunities are missed.

Results
  • Salesforce was quickly adopted by LucidEra employees for easy management of sales data and advanced analytics.
  • Streamlined information flows through internal teams and the external sales force, enabling smooth and continued growth.
  • A unified solution for CRM, marketing, and customer success provides complete visibility into what is happening with leads and customers.
  • Content ratings and usage data increase collaboration between internal and external sales depts. and marketing, improving content quality.
  • Salesforce Content’s PowerPoint preview and subscriptions features save sales teams time and ensure the entire company has current messaging, pricing, and materials.
 
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