Reed Business Information Targets 18 Market Sectors with Unified Salesforce System

Challenge

• Create a clear, unified view of customers across 18 vertical publishing markets
• Build long term relationships with customers that maximises the value to both parties and ensures ongoing customer satisfaction
• Replace the myriad of different systems historically used by each vertical to manage relationships with subscribers, advertisers and other customers to improve data quality and reduce the overall TCO
• Improve sales & pipeline reporting
• Provide a flexible solution that was not only easy and cost effective to implement but also allowed for easy integration into RBI’s software architecture

Solution

• World leader in business to business publishing deployed a consolidated sales force automation toolset to 250 users based on Salesforce SFA
• Unified sales information across the publishing verticals – from the HR professionals market to the Aerospace industry with www.FlightGlobal.com
• Dynamic, multi-tenant system provides sophisticated sales management, sales information, analytics and forecasting
• Deployed Adoption Dashboards from AppExchange
• Software as a service enabled implementation in weeks rather than months
• Online lead capture takes online sales leads directly from the Web into Salesforce

Results

• Provided a simple, secure web-based approach to managing relationships across diverse verticals
• Reduced the cost of targeting, acquiring and managing customers
• Customized fields, layouts, workflow and records quickly and easily to meet the immediate needs of the sales teams
• Developed and deployed in a fraction of the time and cost of an on-premise CRM system
• Enabled RBI to have a fully flexible sales model with account sharing and extensive reporting
• Allowed the company to produce and track targeted, multichannel mailing campaigns
• Visually engaging system proving popular with sales staff and promoting rapid adoption
• Leads delivered straight to the desktop streamline lead generation process
• Significantly reduced ongoing operational and upgrade costs compared to a traditional internally hosted solution