IndigoVision Grows Revenues 15 Fold in Five Years — Thanks to salesforce.com

Challenge

• IndigoVision is a leading manufacturer of end-to-end IP video and alarm management security solutions for CCTV surveillance applications.  Headquartered in Edinburgh, UK, the company serves markets worldwide with projects in—among others—airports, city centers, ports, mines, casinos and railways
• The security company has experienced rapid growth—expanding quickly from a team of four sales people five years ago to a global presence of more than 250 partners in 42 countries.  Early in this growth IndigoVision recognized it could no longer rely on fragmented systems like e-mail and spreadsheets to support its dynamic business model 

Solution

• IndigoVision chose salesforce.com based on endorsements from leading analyst organizations, and the intuitive ‘look and feel’ of the system, together with the low total cost of ownership Software as a Service (SaaS) model
• Deployed four years ago and now live with 60 users, Salesforce CRM SFA provides a real-time view of customer relationships.  Teams can share opportunities, take advantage of existing contacts, and enable complex team selling with multiple salespeople working on one opportunity.  Teams in one country share in sales negotiations in other countries; and they possess a complete picture of each customer’s buying history   
• IndigoVision has customized Salesforce quickly and easily to add custom tabs and fields, change field descriptions, adapt page layouts, and assign different page layouts to different profiles
• The intuitive screen layout means that new salespeople are quickly up to speed on the system, training can be managed remotely, and new licenses are active immediately

Results

• Salesforce CRM SFA has been the determining factor in helping IndigoVision grow revenues 15 fold in five years
• Sales reporting has been transformed.  All salespeople agree a quota—split across their accounts—which they are measured against weekly.  This data is used to rank sales performance and generate competitiveness within the sales team.  Top-down support ensures rigorous use of the system and more accurate reporting 
•  Salesforce provides drill-down, real-time pipeline visibility.  Previously a pipeline of 2-3 times sales quota was sufficient; the company is now aiming for five times sales quota to ensure projections are met
• The multi-tenant system enables efficient demand planning.  The complexity of the security products means manufacturing lead time is up to two months.  With Salesforce, IndigoVision can achieve a shipping time of three days on 90% of orders organised through any of its three global distribution hubs
• Using Salesforce, cases can be logged: the e-mail trail is captured, relevant files are attached, case can be escalated automatically and rigorously tracked through to closure