RiskMetrics Group Increases Renewal Revenue and Improves Cross-Selling with Customized and Integrated CRM

"With Salesforce we've been able to tailor our CRM solution to meet the specific needs of our business. As a result, we've increased revenues and broadened adoption by users—tangible results we can't imagine having achieved with a less flexible solution."


Challenge
  • RiskMetrics Group had to manually create renewal sales opportunities—putting revenue from them at risk
  • The company was not able to track multi-level relationships between its customers and its subsidiaries and partners
  • RiskMetrics needed a sophisticated order management and configuration solution tied to back-end systems
  • Management required comprehensive, error-free forecasts

Solution
  • RiskMetrics replaced its prior CRM system with Salesforce to create a complete system for managing, optimizing, and reporting on customer-facing activities
  • The company connected financial and CRM data to automatically alert sales reps to renewal opportunities
  • Salesforce gives executives access to accurate, customized on-demand forecasts

Results
  • RiskMetrics implemented a highly customized solution in less then three months
  • Tracking renewals became easier to manage
 
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