Avis Budget Group Unifies Sales Organizations Across Business Groups and Continents with Salesforce CRM

Challenge

• Avis Budget Group needed a CRM solution to improve sales processes and facilitate tracking and sharing of information across diverse business groups
• An existing ACT! system experienced meager user adoption and was unable to accommodate this rapidly evolving business
• A globally dispersed sales organization required multilingual and multicurrency support

Solution

• The company selected Salesforce CRM Enterprise Edition over Siebel CRM, rapidly implementing it initially to 400 users and eventually to 811 users spanning the U.S., Europe, Australia, Asia, and Africa
• Multilingual and multicurrency capabilities streamline operations on a global scale 
• Microsoft Outlook integration syncs email, calendars, and reminders with Salesforce CRM for a consolidated touch-point 
• Avis Budget Group easily creates reports to track sales activities, call plans, and overall sales pipeline
• Limited integration with a legacy reservation system transmits basic information uni-directionally from Salesforce CRM; deeper integration will enable more extensive real-time updates
• Web-to-lead functionality via the Budget.com site routes leads directly into Salesforce CRM
• Custom objects house specific types of transactional and contractual information, easily aligning Salesforce CRM with the business

Results

• The company can now track sales leads, opportunities, and activities—across diverse customer segments and continents—from one centralized location
• A unified, bird’s-eye view of the business with real-time reporting helps management spot strengths and weaknesses
• Improved relationships across both brands accelerate identification of new opportunities
• Ease of customization eliminates the need to force-fit into a canned "vertical" offering