Fujitsu Network Communications Streamlines Information Access by Integrating Salesforce CRM with SAP

Challenge

• Fujitsu Network Communications, a leading provider of customer-focused information technology and communications solutions for the global marketplace, needed a CRM system to bring greater efficiencies to its sales management process.
• Previous CRM systems had failed to take hold at the Fujitsu subsidiary, so usability figured prominently on the list of criteria.
• Integration with the company’s SAP backend system was crucial.

Solution

• After selecting salesforce.com in part for its market leadership, Fujitsu Network Communications deployed Salesforce CRM Enterprise Edition to 183 users.
• Integration with SAP lets users view orders, customer contacts, historical data, and other information directly from Salesforce CRM.
• The company created an incentive program to promote the cloud-computing solution over manual sales operations.
• Salesforce CRM drives opportunity and lead management for individual users.
• Users can now create dashboards to track usage metrics and ensure forecast accuracy.
• Reports generated from Salesforce CRM help the sales team in monthly forecast meetings.
• Security rules accommodate tiered access that matches the company’s sales leadership structure.
• Plans to use Salesforce CRM as a platform will provide Fujitsu sales operations with a single touch point for all information.

Results

• Salesforce CRM is the first CRM tool successfully implemented for the entire Fujitsu Network Communications sales team.
• High user adoption translates to greater data integrity and more accurate forecasts.
• Integrating backend SAP data with Salesforce CRM unifies information on one system—boosting efficiencies and productivity.
• Salesforce CRM provides Fujitsu Network Communications’ upper management with greater overall business intelligence.