Zeus Technology Reduces Sales Forecast Preparation from Two Days per Week to 10 Minutes Per Week with Salesforce SFA

"Make no mistake, salesforce.com has revolutionized sales management at Zeus Technology.  Everything we do from tracking activities and pipeline management to forecasting and alerting is now quicker, more effective, and more popular with our staff "

Sharon Smith
Sales Administration Manager


Challenge
  • UK based application traffic management software provider reliant on primitive, spreadsheet-based forecasting system
  • Manual forecasting system took two days per week to compile, complete and share
  • Pipeline management was based on anecdotal comments and e-mails from Account Managers
  • Previous standalone Act CRM system was unpopular and not integrated with the company’s bespoke ERP system

Solution
  • Zeus Technology deployed Salesforce SFA to 30 sales professionals in seven countries (UK, US, France, Germany, Finland, Spain and Italy)
  • Salesforce.com chosen in preference to SugarCRM based on flexibility, ease of use and speed of implementation
  • Salesforce SFA provides comprehensive activity tracking, calendaring, activity history and real time alerts
  • On-demand system supports wide range of reports and dashboards, including packaged reports, real time dashboards, win-loss analysis and pipeline analysis
  • Zeus is using the Force.com platform to customize multiple fields, objects and records
  • US division has deployed Jigsaw on-demand application from salesforce.com’s AppExchange to provide complete business contact information

Results
  • Reduced time taken to prepare monthly forecast from two days per week to 10 minutes per week
  • Played a pivotal role in helping Zeus Technology grow seamlessly from five sales professionals to 30 with barely any complications
  • Point-and-click customization enabled Zeus to rapidly and effectively tailor Salesforce SFA to meet the unique needs of the application traffic management software provider
  • Provided almost instantaneous access to critical sales data—either online, offline or via mobile devices
  • Allowed Zeus to track activities, ensuring no sales opportunities were missed or delayed
  • Zeus intends in due course to deploy Salesforce Call Center and use salesforce.com to underpin forthcoming partner portal
 
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