Salesforce Delivers Pipeline Visibility and Functionality at Efficient Frontier

“Salesforce may cost more than other options but it provides the most functionality and value.”


Challenge
  • Efficient Frontier, the leading worldwide provider of search engine marketing solutions, previously used a hosted SugarCRM system and was not sufficiently satisfied with the performance
  • Efficient Frontier then turned to Excel spreadsheets and Microsoft Outlook to manage sales contacts
  • The rapidly growing company quickly outgrew the capabilities of Excel and began looking for a customizable CRM system for greater pipeline visibility and functionality across its sales and marketing organizations
  • Efficient Frontier wanted an effective and intuitive system that would be well adopted by its user base
  • The solution had to be easy to maintain and support without taxing IT staff

Solution
  • Efficient Frontier selected Salesforce Professional Edition for its functionality, customizability, and accessibility
  • The company migrated off Excel spreadsheets and onto Salesforce in three months, tapping salesforce.com partner Red Sky Solutions to assist with data migration
  • Red Sky Solutions also provided training, ensuring widespread user adoption
  • Reporting functionality means the company now has valuable insight into its business and customer relationships
  • Custom fields and pick lists allow Efficient Frontier to tailor Salesforce to its business
  • Trust.salesforce.com provides up-to-date information on the availability of the system and its data

Results
  • A clearly visible sales pipeline drives increased sales
  • Real-time sales and marketing data enable Efficient Frontier to create targeted campaigns and allow for the effective management of territories
  • A sharp increase in user adoption has lead to greater consistencies in how sales are managed companywide
  • Seamless and pain-free upgrades to new Salesforce versions are managed automatically with no additional charge, allowing Efficient Frontier to focus on growing the business rather than maintenance
 
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