Cramer using Salesforce SFA to Manage Relationships with the World’s Leading Telco Providers

"We needed one consistent view of revenue forecasts, potential bookings, and when we could draw down the revenue. Salesforce was the only vendor that offered this flexibility out-of-the-box—along with a significant amount of other powerful functionality."

Mark Fellowes
Sales Operations Director


Challenge
  • Replace outmoded client server application
  • Increase sales effectiveness
  • Maximize sales productivity
  • Maximize user adoption

Solution
  • Deployed Salesforce.com sales force automation (SFA) among 152 professionals to create a single, comprehensive view of its Tier 1 telcos and other customers

Results
  • Enhanced customer service, satisfaction, and loyalty
  • Enabled the company to track sales pipeline over complex and often protracted sales lifecycle
  • Enabled marketing team is able to concentrate efforts on the right customer segments and target audiences
  • No up-front technology investment and drawn-out deployment; minimal impact on IT resources
 
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