International Publisher Reduces Sales Opportunity Closure Time by 30 Percent with salesforce.com

"Salesforce.com helps position this small, dynamic organization as a highly professional player in the graduate publishing market. Best of all, the On-Demand model is quick to deploy, easy to adapt, and is based on best practice sales methodologies."

Steven Veenendaal
Managing Director - Nobiles B.V.


Challenge
  • Leading international publisher of graduate recruitment content based in The Netherlands was relying on home-grown CRM system to manage customer relationships
  • On-premise home-grown system demanded disproportionate amount of people, time and resources to maintain and develop
  • International subsidiaries (UK, Germany, Belgium, China, South Africa, Spain and Switzerland) each reliant on local, fragmented sales management system
  • Minimal sales reporting from the regions

Solution
  • Deployed multi-tenant, on-demand Salesforce SFA system to 28 sales professionals in eight
    countries to build unified picture of all communities involved in the sales process
  • Sales pipeline, opportunities and activities all contained in single, easy to use global information
    management system
  • Deployed Project and Issue Management tools from the AppExchange for rapid access to pre-built
    application
  • System customized extensively by the users without intervention from technical support staff
  • Chose salesforce.com, based on the on-demand model, ease of use, straightforward customization
    and rapid deployment

Results
  • Reduced average time between sales opportunity being identified and closed by 30 percent
    Ensured 24/7 insight into sales pipeline and sales management
  • Allowed the company to make a quantum leap forward in professionalism, by moving to best
    practice marketing campaign management and intimate and effective sales relationships
  • Created comprehensive historical record of customer information: eliminating occasions where
    critical data was discarded or lost in silos
  • Enabled the company to effectively manage regional sales territories consistently and efficiently
  • Allowed all sales communities worldwide to speak the same sales language
  • Ensured decision making is based on quantified metric evidence, not 'gut feel'
 
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