Paciolan Uses Salesforce CRM's Multichannel Functionality to Manage Customer Inquiries More Efficiently

Challenge

• Paciolan, which supplies automated ticketing software to sports and entertainment venues, was limited in how efficiently it was able to earn customer satisfaction due to the lack of features within its homegrown customer relationship management (CRM) system
• The company was missing opportunities to use critical data to make informed business decisions because it lacked an easily accessible repository of customer information
• The mission-critical nature of their business required multichannel access for major events
• A large portion of their service requests could be more efficiently addressed by allowing clients timely access to key information
• These requirements motivated the company to look for a way to deliver a lower-cost, self-service alternative

Solution

• After evaluating solutions from 11 vendors, Paciolan chose salesforce.com's customer service application, based on its comprehensive multichannel functionality, integration with sales and marketing modules, and ability to scale with the company's service and support needs
• The company easily customized the data fields in Salesforce CRM to meet its needs and enhance its processes
• Paciolan employees in many departments, including customer service, sales, marketing, documentation, engineering, and technical operations, can now manage and share critical customer data using salesforce.com applications

Results

• Within three months of rolling out Salesforce CRM, Paciolan transitioned more than 80,000 cases and gave 200 customers access to a more cost-effective service channel—Salesforce CRM's customer portal
• Using Salesforce CRM's case management, Paciolan has more effectively allocated resources to quickly answer customer service queries
• The Salesforce CRM online knowledge base has been populated with answers to more than 160 of Paciolan's most frequently asked questions, providing easy-to-retrieve, standardized information to agents and customers
• The company is using the customer data it gathers with Salesforce CRM to identify the most cost-effective opportunities for on-site customer training
• Precious resources are now applied where they can be most effective