Paradigm Capital Management Implements Salesforce to Serve Diverse Financial Services Clientele

“As an asset management firm with clients ranging from pension funds to individual mutual fund investors, it’s vital that we build and maintain solid relationships. By customizing Salesforce to fit our business model, we’re able to quickly and meaningfully respond to a diverse group of customers and give them exactly the information they need. Salesforce helps us provide highly customized service to complement our successful investment strategies.”


Challenge
  • Paradigm Capital Management, an asset management firm, wanted to provide tailored information to clients and prompt responses to prospect inquiries
  • Due to the importance and complexity of institutional relationships, the firm needed to implement an enterprise-wide view of each customer
  • The company sought an intuitive, customizable CRM solution to provide centralized access to knowledge

Solution
  • In two weeks, the company deployed salesforce.com’s Group Edition with wizard-driven Microsoft Outlook integration
  • Ease-of-use allowed the firm’s marketing director to implement a solution without outside support 
  • Paradigm customized fields—including accounts, contacts, and opportunities—to reflect its financial services business model
  • Custom fields collect prospect information to allow the firm to provide tailored responses to specific audiences such as pension funds and investment consultants
  • Salesforce enables users to switch gears quickly as they go from dealing with large institutional accounts to smaller mutual funds accounts 
  • The company runs reports based on real-time views of customer information and sales activities 
  • Workflow features and alerts create a safety net that enhances continuity of communication with key prospects, customers, and other audiences

Results
  • With greater insight into diverse customers and prospects, the company can execute effective outreach and retention programs
  • Improved communication stems from Paradigm’s ability to capture more detailed prospect information 
  • Paradigm’s sales and service team can view, share, and update information in one universal source for greater collaboration and productivity
  • Salesforce’s on-demand model mitigates the need to maintain costly software and servers
  • Salesforce is customized to support company workflow, documentation, and compliance requirements
 
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