Major producer of secondary packaging machinery chooses salesforce.com over Oracle CRM software for rapid implementation without IT resource drain
SAN FRANCISCO, Calif. - January 13, 2003 - Salesforce.com, the market leader in online customer relationship management (CRM), today announced that Pearson Packaging Systems, a major producer of secondary packaging machinery, has implemented salesforce.com's online CRM solution. The company selected salesforce.com over client/server CRM packages from Oracle [NASDAQ: ORCL] and other vendors to improve interdepartmental communication and forecast accuracy without a lengthy, expensive software implementation. Rolling out salesforce.com's online CRM solution in less than 30 days, Pearson has seen substantial benefit from new visibility into its customers: forecast accuracy has increased, lead follow up has doubled and lead response time has improved in kind.
"Our IT department and sales people recognize that this has been an unusually painless technology implementation - most likely because it required no software - and yet it has tremendous power," said Mike Senske, director and principal at Pearson Packaging Systems. "If you took salesforce.com away, it would be very difficult for most people to get by. I wish we had done this sooner."
Founded in 1955, Pearson produces secondary packaging machinery, including case erectors, bag inserters and case sealers, which is used by nearly half of all Fortune 500 companies. Prior to salesforce.com, customer data was housed in individual contact managers, creating barriers to interdepartmental communication and hampering management visibility into customer relationships. Needing a CRM solution, but with IT resources focused on the Oracle-based ERP system (IFS), Pearson Packaging selected salesforce.com for rapid deployment without IT burden. The implementation took 30 days from signing to go-live and included business process standardization on integrated Miller Heiman sales methodology. With salesforce.com, all departments share a unified view of customer information that can be accessed online at any location. Lead follow up rates have doubled and response times have been slashed. This new visibility has also empowered a 50% increase in forecast accuracy.
"Salesforce.com was designed for companies like Pearson Packaging who need to see immediate benefit from their CRM solution," said Marc Benioff, chairman and CEO of salesforce.com. "We are pleased to provide Pearson with a robust CRM solution that meets their critical business needs without the delays, headaches and hassles associated with traditional client/server software."
According to many analyst firms, enterprise CRM software, such as offerings from Siebel [NASDAQ: SEBL], PeopleSoft [NASDAQ: PSFT], and SAP [NYSE: SAP], fail to meet expectations over 50 percent of the time. Chuck Phillips of Morgan Stanley in Optimize Magazine (April 2002) has estimated that $130 billion in enterprise technologies purchased in the last two years has not been implemented, and that 40 percent of all enterprise software purchased is never installed.
Salesforce.com has achieved more than 5,600 customers for its online CRM solution, including global leaders such as Le Meridien, Autodesk, and USA Today. Salesforce.com delivers its CRM solution as an online information utility via a Web Services infrastructure.