Challenge

• India-based IT infrastructure services company Microland had outgrown its Excel spreadsheet system of managing sales
• Salespeople didn’t know who owned leads or the status of customers, and had no history of contacts with clients
• Managers couldn’t get information about the sales pipeline or make future sales projections
• A custom Microsoft SharePoint system had failed to address the problem, lacked ease of use and was difficult to maintain

Solution

• Microland chooses Sales Cloud from salesforce.com, buying 50 licences
• Local systems integrator KVP customises the system and moves over data
• The system is up and running in just eight weeks
• Staff are all familiar with Sales Cloud from other jobs and everyone happily uses the system

Results

• The problems of the old system go away, salespeople know their leads and the system keeps track of contact with customers automatically
• Managers can see what sales people are doing, help keep sales on track and estimate likely revenues
• Microland steps up activity because it can now target particular customers and see their responses
• IT team now spends its time thinking up new improvements rather than band-aiding existing systems and applications.