Telenet Solutions Increases Sales Productivity by Using Salesforce SFA & Salesforce Partners

"Salesforce is an invaluable tool in helping to generate leads, in ensuring the teams are more productive, and in giving visibility to everyone in the organisation. We couldn't live without Salesforce now."


Challenge
  • Telenet Solutions needed to replace outmoded sales automation tool with a more-efficient and inexpensive solution
  • The business-to-business subsidiary of Belgian-based Telenet wanted to ensure its sales teams were quickly productive on its new system
  • The company also wanted to maximize user adoption of the new solution

Solution
  • Telenet Solutions deployed Salesforce SFA for 56 sales professionals to create a single, comprehensive view of its business customers
  • The company has deployed Salesforce Partners partner relationship management (PRM) to 70 partners, enabling them to become an extension of the company's internal sales team
  • Salespeople can access Salesforce data online, offline, or via mobile devices
  • Telenet Solutions easily customised Salesforce with Force.com Builder, without involving the IT department

Results
  • Since the implementation, Telenet Solutions experienced increased sales productivity and high user adoption rates (in excess of 88 percent)
  • Salesforce helped the company grow faster than the market rate for "triple play" operators in Belgium
  • The solution also enabled the marketing team to concentrate efforts on the right customer segments and target audiences
  • Telenet Solutions has enhanced its ability to accurately analyze near real-time reports on sales enquiries, orders, fulfillment, and financials
  • Telenet Solutions has implemented complex approval processes and integration to third party systems
 
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