AlliedBarton Security Services Leverages Salesforce and the AppExchange to Maximize Sales and Marketing ROI

Challenge

• AlliedBarton Security Services, the largest American-owned and managed security services firm, needed to implement an on-demand, always-available CRM solution for database management and interface programming with minimal impact on IT
• As a national company with resources located throughout the country, AlliedBarton needed a centralized system for managing and sharing customer and prospect contact information

Solution

• Using only internal resources, AlliedBarton quickly and easily created several custom objects and custom fields to tailor Salesforce to specific business needs
• The company performed a three-month training program to educate the sales team, doubling adoption rates in one year
• From the AppExchange directory, AlliedBarton deployed Clicktools, Campaigner, advanced call scripting applications, and an integrated lead provider

Results

• With marketing, sales, operations and quality assurance data all on the same system, senior management can track data along the entire sales process from lead generation through to customer satisfaction
• Accurate forecasts and custom reports derived from unified data enables management to assess accountability and view business on a national level; AlliedBarton can measure marketing ROI
• Customer-centric processes produce significant improvements in account service, customer satisfaction, and retention
• Enhanced analysis and forecasting capabilities enable informed redesign of geographical markets and assignment of personnel
• Streamlined communications create a bridge between sales and operations, allowing for the smooth transition from prospect to customer
• Pre-built AppExchange applications extend functionality of Salesforce investment without additional IT resources