ADTRAN Boosts Sales Productivity With the Sales Cloud's Mobile Functionality

Challenge

• ADTRAN needed to consolidate multiple systems
• The company wanted to improve lead and opportunity management processes while replacing paper-based reporting
• Integrated and accurate marketing data was another requirement
• Contracts approvals took weeks via fax and the U.S. Postal Service
• ADTRAN sought a major increase in user adoption—especially among mobile workers

Solution

• The company selected Salesforce over Siebel OnDemand for global mobile CRM
• ADTRAN rapidly customized tabs and integrated CRM with a Baan ERP system and a Remedy-based call center
• The company deployed Salesforce CRM's mobile feature on BlackBerry, Palm, and iPhone devices, giving employees access to vital data from the road
• Users are able to search, access, and update real-time customer data from BlackBerry devices—in or out of wireless coverage
• ADTRAN downloaded and installed Force.com AppExchange applications such as ClickTools to handle survey administration
• Salesforce for Google AdWords helps the company measure the effectiveness of its AdWord campaigns
• The company also deployed EchoSign from the AppExchange in less than 24 hours. With the application, which handles the electronic approval and signing of contracts, ADTRAN can now obtain contract approvals within 24 hours
• ADTRAN deployed 1,500 opportunities to a 15 person sales team in three days using salesforce.com and DemandTools. Form Assembly was used for collaboration with distributors on the project

Results

• ADTRAN saw dramatic gains in data quality, user adoption, and productivity
• Another benefit was better coordinated efforts across resellers, distributors, carrier accounts, and end users
• Mobile access to Salesforce CRM data has increased sales productivity.
• ADTRAN reduced the contract approval process from weeks to less than 24 hours.
• The company also experienced improved consistency across the sales organization
• Custom dashboards present key metrics for the management team