Salesforce.com Plays Pivotal Role in Helping Distrilogie Benelux Grow Sales Revenues by 15 Percent in 12 Months

Challenge

• Benelux division of leading European technology infrastructure distributor was relying on suite of separate and fragmented databases to manage relationships with customers and partners
• Lack of shared and detailed insight into sales leads, accounts and historical situation with customer
• Many systems - including pipeline management, forecasting, contract renewals and marketing campaign segmentation - were spreadsheet-based

Solution

• Deployed Salesforce SFA to 20 sales professionals in Belgium, Luxemburg and the Netherlands to support rapid and effective sales management
• Salesforce SFA is used to manage technology partner relationships, including custom fields which identify partners’ specific area of technical expertise
• Salesforce SFA enables team to access data online, offline, or via PDAs
• Decision to deploy salesforce.com influenced by broad take up of the system by the company’s partner community, salesforce.com’s undisputed market leadership, ease of use and low total cost of ownership

Results

• Salesforce.com played crucial role in helping Distrilogie grow sales revenues by 15 percent in the last 12 months
• Assisted the company in up-selling and cross-selling storage, server, software and security solutions to partners across the region
• Maximized sales productivity and efficiency—salesforce.com is the company’s most important application and is used by all staff, every day
• Enabled the company to provide rapid and accurate forecasting, including regular forecast to Irish parent company, DCC SerCom
• Enabled Distrilogie to better predict and anticipate sales and market conditions
• Provided segmented and targeted audiences for telemarketing, managed follow up and delivered campaign effectiveness reporting
• Enhanced sales team spirit and interaction—ensuring teams worked more collaboratively