Avis Budget Group Unifies Sales Organizations Across Business Groups and Continents with Salesforce

“Salesforce puts vital information at our fingertips—allowing us to access customer data from one place on the Web. As we grow as a company and all our business segments grow, we’re able to see the overall company from a bird’s-eye view making it easier to steer it toward success.”


Challenge
  • Avis Budget Group needed a CRM solution to improve sales processes and facilitate tracking and sharing of information across diverse business groups
  • An existing ACT! system experienced meager user adoption and was unable to accommodate this rapidly evolving business
  • A globally dispersed sales organization required multilingual and multicurrency support

Solution
  • The company selected Salesforce Enterprise Edition over Siebel CRM, rapidly implementing it initially to 400 users and eventually to 811 users spanning the U.S., Europe, Australia, Asia, and Africa
  • Multilingual and multicurrency capabilities streamline operations on a global scale 
  • Microsoft Outlook integration syncs email, calendars, and reminders with Salesforce for a consolidated touch-point 
  • Avis Budget Group easily creates reports to track sales activities, call plans, and overall sales pipeline
  • Limited integration with a legacy reservation system transmits basic information uni-directionally from Salesforce; deeper integration will enable more extensive real-time updates
  • Web-to-lead functionality via the Budget.com site routes leads directly into Salesforce
  • Custom objects house specific types of transactional and contractual information, easily aligning Salesforce with the business

Results
  • The company can now track sales leads, opportunities, and activities—across diverse customer segments and continents—from one centralized location
  • A unified, bird’s-eye view of the business with real-time reporting helps management spot strengths and weaknesses
  • Improved relationships across both brands accelerate identification of new opportunities
  • Ease of customization eliminates the need to force-fit into a canned "vertical" offering
 
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