NetOp Reduces Sales Order Processing Time by 80% and Realizes Unrivalled Pipeline Visibility with Salesforce CRM

Challenge

• NetOp Tech Ltd. is the UK and Ireland subsidiary of Danware A/S, an established world leader in remote control, teaching, and security software 
• The company inherited spreadsheets and a CRM system to manage the pipeline.  However, this system was little more than a ‘database for software licenses’, and could only be accessed over a Citrix network  
• This rudimentary system lacked crucial pipeline and other sales management functionality; it was difficult to use, and its user interface was extremely unfriendly

Solution

• NetOp UK deployed Salesforce CRM SFA, Salesforce CRM Partner Network, and the Force.com Platform as a Service (PaaS) to provide 80 users in the U.K., U.S., Switzerland, and Denmark with a unified real-time view of the overall sales situatio
• Salesforce.com was chosen based on its ease of use, ease of implementation, and Software as a Service (SaaS) model which requires no expensive up-front technology infrastructure investment     
• NetOp UK is also using Salesforce CRM Partner Network―the industry standard for channel management—to drive more business through its partner community, increase partner loyalty, and make it easier to do business with partners
• To date 10 European partners are working with NetOp via the Partner Portal
• Salesforce CRM Customer Service & Support is also used to support superior, multi-channel, multi-national case management

Results

• Streamlining and automating the end-to-end sales process reduced order processing time by 80%
• The link between NetOp UK and its partners have been strengthened.  Partners can go straight on to Salesforce CRM via the Partner Portal and update any opportunities
• It’s easy to see when opportunities become available, follow them up, and analyze why they were won/lost
• Workflow has improved considerably.  Staff and partners have access to all the information they need–this has freed up the equivalent of one full time equivalent (FTE) to be transferred into the company’s ‘Inside Sales Department’
• Sales administration staff now receive instant feedback whenever a sale has been closed
• For increased productivity, NetOp employees can work almost anywhere from the multi-tenant model, including at home or from a public Wi-Fi access point
• The success of Salesforce CRM has been such that NetOp’s German subsidiary, U.S. operations, and corporate HQ in Denmark have now also deployed the system