Quantum Achieves 90 Percent CRM Adoption Rate with Salesforce CRM Deployment

Challenge

• Quantum, the leading global storage company specializing in backup, recover, and archive, was struggling with low adoption of an existing client/server CRM system.
• The company wanted to support renewed focus on channel sales efforts and processes.
• A multilingual solution that could be easily deployed to offices in the U.S., EMEA, and APAC was desired.
• Key requirements included the ability to track channel sales results, customizability, and flexibility.

Solution

• Quantum selected salesforce.com’s cloud-computing model over conventional client/server software.
• The company successfully completed a worldwide deployment of Salesforce CRM Enterprise Edition in less than three months.
• Over 400 employees in sales, marketing, product management, sales operations, and pre-sales system engineering can access Salesforce CRM in English, Chinese, and German.
• Reports and dashboards are easily generated, allowing executives to track pipeline growth, closed and lost pipeline, trends, and more.
• From the AppExchange marketplace, the company downloads and installs applications such as DemandTools, Reference on Demand, and Mass Update Opportunities--extending the same cloud-computing success Quantum has experienced with CRM to other departments and functions.

Results

• Bolstered by ease of use and training, Quantum’s CRM user adoption rate has increased from 50 percent to 90 percent with Salesforce CRM.
• The AppExchange empowers users with applications that come fully integrated with Salesforce CRM and Force.com.
• Customizable forecasting delivers visibility and insight globally.
• Salesforce CRM has improved work output and relations across marketing, sales, and channel partners.
• Quantum can easily customize and adapt Salesforce CRM as its needs evolve and as the business continues to grow.
• Using Force.com pages, Quantum will be able to design application user interfaces tailored specifically to its sales reps.