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

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
• 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

• 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