CA Unifies 4,000 Users Across its Worldwide Sales Organization Under the Salesforce Umbrella

Challenge

• CA, which delivers software and services that enable companies to manage their IT environments, needed a CRM solution to unify its global sales teams worldwide
• An existing CRM system in the U.S. proved too cumbersome to gain widespread adoption
• Multiple, disparate systems across global regions--including homegrown solutions and spreadsheets--prevented upper management from getting an overview of the entire sales organization

Solution

• CA selected Salesforce Unlimited Edition for its global capabilities, extensive storage, and custom tabs, as well as Salesforce’s market leadership
• Leveraging Successforce Services, the company deployed Salesforce to more than 4,000 users across the U.S., Europe, Asia, and Latin America with multilingual capabilities in seven weeks
• Phase I of the implementation focused on reporting and marketing while Phase II added account planning integration with Microsoft Outlook calendaring features
• Wireless integration via Salesforce to Go equips mobile reps with anywhere, anytime access to the app via BlackBerry devices
• Over 200 standard reports are produced from a single data source, feeding into dashboards that track pipeline, adoption, last time logged, and other key metrics
• Weekly calls with the COO and SVPs are run off of Salesforce reports
• Salesforce Marketing helps CA create and manage automated marketing campaigns such as email and online lead-generation initiatives
• A ‘Product Hierarchy’ custom tab provides an intuitive map of solution-sets to simplify the company’s extensive and complex catalog of offerings

Results

• Salesforce centralizes sales data across global locations to provide a consolidated view of the business
• Weekly meetings are run off of easy-to-use and comprehensive Salesforce reports and dashboards 
• Multilingual capabilities make for a unified global implementation that folds all worldwide sales data under one umbrella
• Ease-of-use drives user adoption which in turn drives data integrity, consistency, and visibility into the sales pipeline