Fios uses Salesforce CRM for pipeline visibility, BPM integration to drive company success

Challenge

• An industry leader in providing technology-enabled electronic discovery services to large corporations and law firms, Fios, Inc. needed to update its self-described "antiquated" sales process
• A company whose focus is helping organizations strategically use the growing volume of electronic evidence, Fios needed better visibility into its own customer data stored in disparate systems, such as ACT! and Outlook
• The company wanted to upend its manual spreadsheet-based forecasting process, which it found time-consuming and inaccurate
• Fios wanted a system that did not distract resources from IT or product development; it needed to be easy to set up and use

Solution

• Fios selected Salesforce CRM to manage and share data across the entire company
• The solution was up and running nationwide in 30 days with limited IT involvement; Fios achieved 100 percent user adoption in three months
• With Force.com's builder, Fios quickly built new applications to manage contracts and legal documents
• Customization extends to back-office systems such as Finance and HR: HR's RMS tab, for example, provides a way to store resumes, record notes, and track recruitment results
• Fios also integrates with Eloqua

Results

• The company now has access to up-to-the-minute sales reports
• With integration across systems, sales, pipeline, and marketing activities—including lead follow-up and channel opportunities—are better managed end-to-end; productivity has increased
• The integrated system improved collaboration and increased executive involvement on key deals
• Fios integrates Salesforce CRM with IP telephony for one-click connect from sales to leads: pipeline visibility, BPM integration drive company success.