SmartMoney Projects 570 Percent Return on Investment in First Three Years on Salesforce

“Salesforce CRM has provided so many benefits, including automating manual processes and eliminating duplication of efforts, that have made us more agile and more efficient. It's a benefit across our organization, from our sales and marketing teams who easily adopted it to management, who now has new on-demand insight. And, since it’s delivered as a service, our IT team doesn’t have to spend resources maintaining it."


Challenge
  • SmartMoney, a Hearst Corporation and Dow Jones & Company media organization, needed a single centralized CRM application
  • A handful of disparate, individual applications such as Excel and ACT! were used to access and collect customer information
  • Without accurate and comprehensive data, users lacked a long-term view of the sales pipeline and had no easy way to forecast sales
  • SmartMoney wanted to avoid the upfront costs and implementation burden of an in-house, on-premise software rollout

Solution
  • After evaluating Relationals, SmartMoney selected Salesforce Enterprise Edition for its scalability and functionality
  • With help from Successforce Consulting, the company easily swapped out ACT! and other applications with Salesforce in just a few weeks
  • Microsoft Outlook integration enables users to view information in dashboards and access Salesforce directly from their e-mail client
  • Successforce Education provided training, ensuring users get the most from the CRM solution
  • Custom tabs quickly tailor Salesforce to reflect SmartMoney’s actual sales processes
  • Real-time reports and dashboards encourage users to forecast revenues more regularly

Results
  • SmartMoney achieved payback in less than two months after deploying Salesforce
  • The organization projects a 570 percent return on investment in its first three years using the Software-as-a-Service CRM solution
  • Increased sales follow improved pipeline visibility and faster and easier access to vital information
  • Centralized information and reporting dramatically reduce the time needed to analyze data and develop sales reports
  • Timely and accurate data empower management with better short- and long-term forecasting
  • By automating manual processes, the company can now focus resources on maximizing opportunities
 
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