LucidEra Drives Growth With Salesforce CRM for Customer Relationship and Content Management

Challenge

• A leading provider of business analytics-as-a-service tools for sales, operations, and finance managers, LucidEra needed a full-service customer relationship management (CRM) solution that would grow with it.
• The company also needed a solution to distribute and manage content and to ensure sales delivered the latest messaging. 
• As a provider of on-demand business analytics, the company required a software-as-a-service solution that could be easily integrated with third-party applications, including a home-grown offering.
• The company’s sales model evolved to become a mix of inside and outside reps, increasing the need for salespeople to communicate, collaborate, and find the right information quickly.
• LucidEra wanted to replace a wiki with an integrated content management solution that required less management oversight.

Solution

• LucidEra selected Salesforce CRM for its software-as-a-service delivery model, easy implementation, and broad-ranging support for sales force automation (Salesforce CRM SFA), marketing, and customer support.
• The company implemented Salesforce CRM Enterprise Edition for 20 users, including sales, marketing, and customer success.
• LucidEra chose Salesforce CRM Content over other content management systems for its integration with Salesforce CRM, tagging capability, and usage data.
• With Salesforce CRM Content, users can easily find and subscribe to the most up-to-date and relevant documents.
• Salesforce.com partner Theikos provides support for future growth with Salesforce CRM, including the integration of NetSuite for Financials.
• LucidEra downloaded and installed InsideView and CRMfusion from Force.com AppExchange marketplace for greater insight into account activities. The company is also rolling out Eloqua for email marketing.
• Automatic lead routing drives campaign success and helps measurement, ensuring no opportunities are missed.

Results

• Salesforce CRM was quickly adopted by LucidEra employees for easy management of sales data and advanced analytics.
• Streamlined information flows through internal teams and the external Salesforce CRM, enabling smooth and continued growth.
• A unified solution for CRM, marketing, and customer success provides complete visibility into what is happening with leads and customers.
• Content ratings and usage data increase collaboration between internal and external sales depts. and marketing, improving content quality.
• Salesforce CRM Content’s PowerPoint preview and subscriptions features save sales teams time and ensure the entire company has current messaging, pricing, and materials.