Juniper Networks Shortens Sales Cycle, Improves Close Rates with Salesforce

"We found client/server CRM solutions to have high implementation and maintenance costs, low usability, and significant synchronization issues for mobile users. Salesforce.com's utility model delivers the functionality and accessibility we need without the ineffectiveness of conventional software."


Challenge
  • Existing Goldmine solution did not support forecasting, pipeline management, or mobile access
  • Significant disconnects among sales, management, and engineering teams
  • Excel-based reporting was cumbersome and inaccurate
  • Wanted to avoid long, costly CRM software implementation

Solution
  • Selected salesforce.com over leading client-server solution
  • Quickly & easily deployed Salesforce Enterprise Edition to 180 users in 32 global offices
  • Single-point of access to real-time customer, sales, and pipeline data via desktops, laptops or wireless devices, anytime, anywhere
  • Used by third-party call center to route and track leads

Results
  • Improved sales productivity, efficiency, and collaboration
  • Better management of sales processes, and more accurate and up-to-date forecasting
  • Improved close rates; shorter sales cycles; easier identification of sales trends
  • Wireless Edition maximizes investment in PDAs and facilitates productivity during "down" time
 
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