Beazer Homes lays a foundation in the cloud with salesforce.com

Challenge

• One of the leading homebuilders in the U.S. needed a new CRM system for sales and service
• An existing Pivotal solution was slow, difficult to use, and not integrated with Outlook or a proprietary contracting system – resulting in low adoption
• Ease of use, mobile access, and easy integration with Outlook and other systems were important
• Managers wanted a true cloud-computing system that can easily adapt to industry changes

Solution

• Considered Microsoft Dynamics and Oracle off-premise solutions but chose salesforce.com for its ease of use, cloud-computing model, and extensibility
• With assistance from Bluewolf, deployed salesforce.com to 600 employees in sales, marketing, call center, and management
• The Sales Cloud maintains lead, account, and activity data; Web inquiries are automatically added and routed
• The Service Cloud helps reps respond to customer inquiries and track all interactions with Leads, Accounts and Contacts
•  Task Management accelerates the sales cycle and maximizes conversion to new home sales
• Custom dashboards and reports show real time updates of key business metrics
• Single sign-on lets employees easily access all of the resources they need
• Integrated with Outlook to keep a record of communications, with Beazer Online Sales System for proposals and contracts, and Beazer.com for leads
• DBAmp from the AppExchange provides additional integration with a proprietary sales management system, Eloqua’s marketing automation tools, Five 9 call center apps, and Clicktools market research tools
• Premier support (included with Unlimited Edition) helps with deployment and customization
• Plan to use Force.com for custom apps for purchasing, field support, and more

Results

• All customer information is available in a single place, and accessible from anywhere.
• Complete views help reps be more responsive and better meet customer needs
• Fast access to metrics enables greater efficiencies and improved decision making
• System can easily scale and expand as the industry rebounds
• In the words of one market manager, “This system allows me easy access to real-time sales data that I can use to manage the sales department from the ground up. I feel I have a much better handle on daily sales office operations, as it relates to accountability with all facets of the sales process. Salesforce allows me to increase accountability throughout the entire sales process…. Increased, measurable accountability = Increased Sales.”