Sourcing solutions provider increases collaboration, generates more leads, and improves win ratios and market share with customized on demand CRM
SAN FRANCISCO, Calif. — October 12, 2004 — Salesforce.com (NYSE: CRM), the market and technology leader in on-demand customer relationship management (CRM) services, today announced that A.T. Kearney Procurement Solutions, a salesforce.com customer since 2000, has improved customer lifecycle management with salesforce.com. The procurement services leader has customized salesforce.com to track product types, partners, implementation timeframes and revenue, allowing the company to provide better, faster service to prospects and customers while giving its executives the data necessary to identify market trends, competitive pressure, and potential problems and opportunities. A.T Kearney Procurement Solutions is a unit of A.T. Kearney Inc., one of the world's leading strategic sourcing consulting firms and a subsidiary of global services leader EDS Corporation [NYSE: EDS].
"In the four years that we've been a customer, salesforce.com has continually rolled out new features, introduced new customization and integration capabilities, and anticipated our evolving needs — we've never had to go through a single upgrade," said Sarah Holliman, director of global marketing, A.T. Kearney Procurement Solutions. "We started with simple sales force automation and now have a customizable CRM to address our sales organizations needs from leads to marketing campaigns at the tip of our finger tips. We've gotten a lot of value from salesforce.com."
With a complex sales cycle that includes a full range of technologies and services, A.T. Kearney Procurement Solutions relies on salesforce.com to manage and coordinate international sales and marketing activities for high-profile clients including Volkswagen. Leads generated from the company's Web site are tracked through salesforce.com, along with leads from a wide range of marketing campaigns. Customized opportunity management delivers full transparency into a deal process that can take upwards of a year and include three-to six-month pilot deployments. Salesforce.com's added visibility allows executives to proactively identify deals that have stalled or need extra attention, increasing win ratios and delivering better insight into win rates versus the competition.
Monitoring and tracking customer needs on a regular basis, A.T. Kearney Procurement Solutions provides better and faster customer service, decreasing attrition through targeted HTML email campaigns. Product managers conveniently have access to their client and prospect information and can set reminders to follow up on important proposals and meetings anytime, anywhere. Salesforce.com also provides executive management with data they need in order to know where to focus efforts and increase market share.
"Salesforce.com gives us new visibility into our customers at all stages of the sales cycle," Holliman continued. "From tracking new leads to identifying aging accounts to helping set the product roadmap — salesforce.com is a strong tool for our organization."
A. T. Kearney Procurement Solutions is one of the 12,000 companies of all sizes, industries and geographies that comprised the salesforce.com customer base as of September 30, 2004.
Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase salesforce.com applications should make their purchase decisions based upon features that are currently available. Salesforce.com has headquarters in San Francisco, with offices in Europe and Asia, and trades on the New York Stock Exchange under the ticker symbol “CRM.” For more information please visit http://salesforce.com/uk/, or call 0800 0921223 .