Challenge

• ScholarBuys—a value-added reseller of computer software, hardware, and peripherals committed exclusively to the academic market—needed a better way to manage customer information
• The company had been using Excel spreadsheets and Microsoft Outlook, creating islands of information
• Wanted an easy-to-use, secure solution that could be deployed and maintained with minimal IT support

Solution

• Chose Salesforce CRM Group Edition after evaluating ACT!, NetSuite, Sugar CRM, and other solutions
• The CRM solution reinforced sales processes to effectively manage customer information, opportunities, and the annuity business
• Integration with Microsoft Outlook syncs customer communications with Salesforce CRM
• Real-time reports give management greater visibility into sales reps’ activities and pipeline

Results

• Achieved a 54 percent increase in annual revenue, partly due to efficiencies gained from Salesforce CRM
• Improved collaboration and better data quality helped the sales team work together more efficiently
• Employees have access to company information anytime and anywhere, increasing productivity
• Improved corporate access to information thanks to a new, 360-degree view of the customer
• Salesforce CRM helps sales reps develop and maintain strong relationships with customers
• A centralized source of information ensures seamless account transitions