Segway Glides Ahead with On-Demand Solution for Sales, Marketing, and PRM

"Formerly, we lacked an automated process for forwarding leads and tracking sales. Now our methods for handling leads are more accurate and consistent. Thanks to Salesforce, we have much greater visibility into our direct and indirect sales channels."


Challenge
  • Segway, Inc., developer and manufacturer of the electric, self-balancing Segway® Personal Transporter (PT), lacked end-to-end pipeline visibility and an integrated view of direct and indirect channels
  • With a worldwide network of more than 250 distribution points in 62 countries, the company needed a global, customized partner portal for the indirect channel
  • Among the requirements were ease of use to drive high adoption among Segway's partners; about 90 percent of the company's business is handled via dealers and distributors, so an integrated SFA/PRM solution was a priority

Solution
  • Segway chose salesforce.com and deployed an integrated solution using Salesforce PRM and Salesforce SFA to distributors representing 62 countries
  • The company was able to integrate the solution with its Oracle ERP system with no support from IT
  • Segway used Salesforce PRM to create the Segway Partner Portal, a secure Web site that allows channel partners to effectively manage sales processes, and customized its registration process for gathering customer information

Results
  • It took Segway less than one week to customize and implement the solution
  • The company enjoys active usage and high adoption among its partner community and shares hundreds of leads with partners each month
  • The integrated solution gives the company accurate and consistent visibility of the entire sales pipeline and complete lead management with partners
  • Partners, dealers, and corporate users can quickly access the data they need
  • Segway now uses analytics to monitor every aspect of the partner lifecycle, including recruitment, marketing, and selling
 
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