Salesforce CRM With Mobile Access Takes Root at WisdomTree

Challenge

• WisdomTree, a leading exchange-traded fund (ETF) sponsor and index developer, needed a centralized data solution that would provide greater customer visibility and make it easier to generate reports.
• With sales reps always on the road, mobile access to vital data was essential.
• The company wanted a better way to manage leads, and measure campaign effectiveness and ROI.
• WisdomTree used spreadsheets to manage sales information, making it difficult to build reports and share information companywide. Data also was frequently inconsistent and/or out of date.

Solution

• WisdomTree deployed Salesforce CRM Unlimited Edition to approximately 43 employees in sales, marketing, and research.
• More than half the company used mobile access to view and update data. Some sales reps access Salesforce CRM exclusively via mobile devices.
• Salesforce CRM Sales houses data on tens of thousands of contacts and accounts, and manages activities to keep leads flowing through the pipeline. Custom forecasts and dashboards provide fast access to sales metrics.
• Integration with Eloqua lets WisdomTree execute, measure, and automate multi-channel marketing campaigns from within Salesforce CRM.
• Integration with WisdomTree’s Web site automates the capture of active leads and ensures appropriate follow up.
• Integration with Microsoft Outlook keeps a record of customer communications.
• WisdomTree installed CloudPDF from AppExchange to generate quotes based on salesforce.com content with just a few clicks. Jasper4Salesforce from AppExchange supports advanced reporting using Salesforce CRM data.
• Salesforce.com Premier Support, which is included with Salesforce CRM Unlimited Edition, includes a dedicated rep so WisdomTree admins can get questions answered quickly.
• WisdomTree is deploying a Salesforce CRM content library to meet its business processes and collateral needs.
• The company plans to deploy Salesforce CRM Service—including the ideas collaboration feature--in the future.

Results

• Since deploying Salesforce CRM with mobile access, WisdomTree has seen an increase in sales productivity, improved data quality, and better tracking/reporting on sales activity and opportunities.
• Sales reps call headquarters less frequently now that they have real-time access to customer data in the field.
• With Salesforce CRM Sales, sales reps spend less time on administration and more time selling.
• A central repository for customer information provides complete customer views; integrated marketing functionality helps WisdomTree get the most out of campaign spend.
• Fast access to key business metrics and information has resulted in faster decision making and better business planning.