ADTRAN boosts sales productivity with the Sales Cloud’s mobile functionality
Challenge
ADTRAN, a leading global provider of networking and communications equipment, needed to consolidate multiple systems
Wanted to improve lead and opportunity management processes while replacing paper-based reporting
Integrated and accurate marketing data was another requirement
Contracts approvals took weeks via fax and the U.S. Postal Service
Sought a major increase in user adoption—especially among mobile workers
Solution
Selected the Sales Cloud over Siebel OnDemand for global mobile customer relationship management (CRM)
Rapidly customized tabs and integrated the Sales Cloud with a Baan ERP system and a Remedy-based call center
Deployed the Sales Cloud on BlackBerry, iPhone, and Palm devices, giving employees access to vital data from the road
Offline access lets users search, access, and update real-time customer data from mobile devices—in or out of wireless coverage
The partner portal made it possible to work closely with partners in real time by providing reliable, immediate access to information needed for productive relationships
Salesforce and Google AdWords help the company measure the effectiveness of its AdWord campaigns
Downloaded and installed AppExchange applications such as ClickTools to handle survey administration
Deployed EchoSign, which handles the electronic approval and signing of contracts, from the AppExchange, cutting contract approval time to within 24 hours
Distributed 1,600 opportunities to a 15-person sales team in 3 days using Salesforce and DemandTools; used Form Assembly for on-demand Web form creation
Deployed Chatter to promote collaboration and the secure sharing of information
Results
Dramatic gains in data quality, user adoption, and productivity
Engaged partners in days instead of weeks, leading to a 25 percent increase in partner recruitment and a 4 percent increase in sales in the reseller channel compared to the previous year
Better coordination of efforts across resellers, distributors, carrier accounts, and end users
Mobile access to Salesforce CRM data means reps get more done while they are on the road
Reduced the contract approval process from weeks to less than 24 hours
Received a Stevie Award for outstanding sales and customer service in 2010
Improved consistency across the sales organization
Management has key metrics at their fingers with custom dashboards