Paisley Fuels Rapid Growth with Salesforce

"The secret to Salesforce's success is its ability to provide visibility into the sales process. We're now able to see the number of quality leads each campaign generated. By illuminating the crux of our business strategy, we can now maximize our fruitful efforts for even greater profitability."


Challenge
  • Paisley, the industry-leading independent software vendor that provides solutions for the governance, risk and compliance, required a CRM solution to streamline sales operations for improved efficiency
  • The company’s existing system was ill-equipped to accommodate rapid sales growth and manage the company’s 1,300-plus accounts
  • A new system had to provide integrated functionality for marketing, sales, and account management teams
  • Paisley sought a solution that would limit costly technical investments, ensure demonstrable ROI, and keep pace with the company’s rapid growth

Solution
  • Because the director of applications solutions management had prior success with Salesforce at previous jobs, it was an easy decision; benefits such as speed of deployment, ease of use, and a Web-based, subscription-based model helped win over the CEO
  • Paisley quickly rolled out Salesforce Enterprise Edition in three weeks to 42 users in the U.S. and Great Britain; using LinkPoint 360, Salesforce easily integrated with the existing databases
  • Using Vettro 360, reps can access Salesforce via their RIM BlackBerries with added features such as calendar integration and email capture
  • Lead flow functionality automatically routes leads to the appropriate salespeople, clearing up contentious issues between inside and outside sales teams
  • Paisley rolled out a disciplined sales methodology using the ComplexSale and is using AppExchange partner GPS R.A.D.A.R to support this new methodology
  • Paisley has implemented Saleforce as the single CRM solution and has used the technology to support a new account management group to manage Paisley's 1,300+ clients including 140 companies of the Fortune 500
  • Dashboards enable users to track each stage of the sales pipeline effectively and provide upper management with a bird’s eye view of the business; features such as ‘hot deal notification’ and customized reporting align the system to Paisley’s business rules

Results
  • The company's visibility into its sales pipeline dramatically improved since implementing Salesforce, something they previously struggled with
  • Improved ability to manage marketing campaigns, track marketing program success, and quickly deploy leads to sales reps 
  • Centralizing all Paisley customer information in Salesforce has provided greater insight into existing customers for maximized customer satisfaction and both up- selling and cross-selling opportunities
  • Streamlined AppExchange applications reduce time wasted on non-interoperable software packages
 
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