Invensys Automates Web Lead Routing, Processes more than 200 Leads Per Week with Salesforce

Challenge

• Invensys, a leading supplier of industrial automation and information software solutions, needed to manage customer information on over 100,000 plants worldwide, across a global organization that includes 160 distributor offices
• The company required a strong security model to control access for third-party distributors
• Invensys needed to support a new focus on understanding customers without alienating critical reseller relationships; over one-third of the world’s plants run Invensys Wonderware software solutions

Solution

• Invensys chose Salesforce Enterprise Edition for its CRM needs
• The software-as-a-service solution delivers Web-based access to critical information for 350 executives, employees, and distributors
• Microsoft Outlook and Office integration allows the company to increase visibility into all global direct sales and distributor channels
• Sales leads are captured within Salesforce and automatically assigned around the world
• Invensys distributors have select access to account & lead information via custom views; a few are now using the Invensys Salesforce instance as their main CRM system
• By leveraging Salesforce mash-up techniques, the company’s sales channels have visibility into specific software licenses at each account site

Results

• With Salesforce, Invensys has streamlined information flow throughout internal teams and across its distribution network
• The company has also improved the timeliness of lead assignments to proper owners 
• Productivity increases as a result of using Salesforce allows Invensys to efficiently process more than 200 leads per week