ISS Saves Time by Importing Leads and Automatically Assigning Them in Salesforce

Challenge

• Goldmine-based tracking system lacked flexibility and marketing functionality
• Needed a way to easily update territories when they change and for new reps to see client history
• Required a central store with contract and form templates for sales reps, who only wanted to enter data once
• Required integration with homegrown client database

Solution

• Selected salesforce.com's Enterprise Edition
• BridgeBuilder helped with integration, and Data Junction updates territories when changes occur
• Sales reps easily access a centralized system with custom views for different departments
• Uploaded all contract and form templates with the appropriate fields
• Heavy use of lead tracking and forecasting capabilities

Results

• Save time with lead import and automatic lead assignment
• Marketing can analyze true cost of marketing campaigns
• Sales Reps see client histories and what clients fall under their responsibility
• Flexibility to customize system and reports
• Reps generate contracts and forms off system templates without having to type info twice or hunt for most current version