"SalesLogix had more net risk than Salesforce. Why take that on? Delivering top functionality without the risk and cost of software, Salesforce allows us to operate more successfully as an international organization."


- Kepner-Tregoe

Salesforce and Force.com Deliver Visibility and Custom Applications at Kepner-Tregoe

Challenge

  • Kepner-Tregoe, an international management consulting and training firm, urgently needed to upgrade its centralized system to manage pipeline and critical customer information.
  • The restructuring of the sales organization required a new level of collaboration and sharing.
  • The company wanted a global CRM solution that could be rapidly implemented.
  • Maintaining a low total cost of ownership (TCO) was very important to Kepner-Tregoe.

Solution

  • Kepner-Tregoe selected Salesforce Professional Edition over SalesLogix.
  • The CRM solution was rapidly implemented to meet tight executive deadlines; Kepner-Tregoe later upgraded to Enterprise Edition.
  • Salesforce’s software-as-service model provides easy access to customer data from any location worldwide.
  • The company now has multi-currency support for global operations.
  • A custom Forecasting System—that allows users to find opportunities easily on accounts they own—is used worldwide by everyone in the company.
  • Kepner-Tregoe also built a License Query system that enables global licensees to log into a custom SharePoint-hosted site and search account information in Salesforce.
  • Kepner-Tregoe implemented DeliveryForce, a custom application for KT’s instructors that automates a training attendee reporting process previously managed in Excel spreadsheets; DeliveryForce fosters CRM accountability, improves marketing, and generates new opportunities for the organization globally. 
  • DeliveryForce integrates with Kepner-Tregoe’s third-party survey and learning management applications to further expand its scope and reduce workflow complexity.

Results

  • Kepner-Tregoe now has the ability to manage information centrally for improved productivity, collaboration, and sales effectiveness
  • Salesforce provides complete visibility into all accounts and pipelines – across the U.S., Canada, and Europe
  • The company has seen increased success on an international scale since deploying Salesforce
  • Feedback for DeliveryForce has been very positive with users citing ease of use and the ability to track potential business opportunities that stem from training session participants as key benefits.
  • Kepner-Tregoe is now deploying DeliveryForce to users in Europe, and plans to roll out the application to Asia Pacific in the June/July timeframe.
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