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

"Salesforce has greatly impacted the efficiency and effectiveness of our marketing activities. We're achieving huge time savings by importing and automatically assigning leads, and we can finally measure the true cost and effectiveness of our marketing campaigns."


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
 
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