Lloyds Register Standardizes on Salesforce to Effectively Target, Acquire and Retain Business Assurance Clients Worldwide

"The UK and Japan have been live six months and one year respectively, and already in that time, we have identified a positive impact on sales conversion rates."

Matt Murphy
Strategic Planning Manager


Challenge
  • Gain consistent picture of client relationships through consolidation of homegrown systems currently in use across 26 LRQA locations worldwide
  • Co-ordinate activities and collaborate more closely across geographies and time-zones
  • Re-organize sales processes into one common and consistent methodology worldwide
  • Diminish the volume of repeat data entry
  • Become more agile in the approach to sales management
  • Better support the targetting and acquisition of business assurance clients by the removal of the fragmented approach to managing client relationships

Solution
  • LRQA deployed Salesforce SFA and the Force.com as part of a multi-tenant CRM solution designed to increase sales effectiveness and efficiency.

Results
  • Led to ‘a positive impact’ on sales conversion rates within 12 months of going live
  • Enabled LRQA to track deal progress and milestones; increasing the productivity of sales teams using standardized sales processes and methodologies
  • Provided real-time performance reporting on sales pipeline, win-loss ratios and sales trends more clearly
  • Increased management control, transparency and accountability
  • Straightforward customization enabled LRQA to adapt the system to its specialist business assurance needs
  • Salesforce Sandbox provided a valuable environment in which both the testing of new configuration and pre-deployment training could be effectively managed.
 
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