A.T. Kearney Procurement Solutions Uses Custom-Tailored CRM to Slash Lag Time Between Deal Close and Fulfillment

"In the four years we've been with salesforce.com, they've rolled out new features, introduced new customization and integration capabilities, and anticipated our evolving needs — without one upgrade. We started with simple SFA and now have full CRM embedded deep in our organization. We've gotten a tremendous amount of value from salesforce.com."


Challenge
  • Needed to manage and coordinate international sales and marketing efforts
  • Wanted to improve service on major accounts
  • Required integrated marketing automation functionality
  • Looked to avoid a lengthy and costly software project

Solution
  • Selected salesforce.com for on-demand CRM and anytime, anywhere access to data
  • Customized salesforce.com to track product types, partners, implementation timeframes, and revenue
  • Web-to-lead functionality ensures all leads captured from company site are automatically populated and tracked in salesforce.com

Results
  • More leads worked, better insight into competitor win ratios
  • Decreased time between deal close and fulfillment
  • Better, faster service to customers and prospects
  • Higher quality data lets management better focus resources for an increase in market share
 
View All Snapshots