Reed Business Information Targets 18 Market Sectors with Unified Salesforce System

“Salesforce has been one of the smoothest and quickest software implementations I have seen. With it, RBI has a powerful, cost-effective and highly popular sales management system.”


Challenge
  • Create a clear, unified view of customers across 18 vertical publishing markets
  • Build long term relationships with customers that maximises the value to both parties and ensures ongoing customer satisfaction
  • Replace the myriad of different systems historically used by each vertical to manage relationships with subscribers, advertisers and other customers to improve data quality and reduce the overall TCO
  • Improve sales & pipeline reporting
  • Provide a flexible solution that was not only easy and cost effective to implement but also allowed for easy integration into RBI’s software architecture

Solution
  • World leader in business to business publishing deployed a consolidated sales force automation toolset to 250 users based on Salesforce SFA
  • Unified sales information across the publishing verticals – from the HR professionals market to the Aerospace industry with www.FlightGlobal.com
  • Dynamic, multi-tenant system provides sophisticated sales management, sales information, analytics and forecasting
  • Deployed Adoption Dashboards from AppExchange
  • Software as a service enabled implementation in weeks rather than months
  • Online lead capture takes online sales leads directly from the Web into Salesforce

Results
  • Provided a simple, secure web-based approach to managing relationships across diverse verticals
  • Reduced the cost of targeting, acquiring and managing customers
  • Customized fields, layouts, workflow and records quickly and easily to meet the immediate needs of the sales teams
  • Developed and deployed in a fraction of the time and cost of an on-premise CRM system
  • Enabled RBI to have a fully flexible sales model with account sharing and extensive reporting
  • Allowed the company to produce and track targeted, multichannel mailing campaigns
  • Visually engaging system proving popular with sales staff and promoting rapid adoption
  • Leads delivered straight to the desktop streamline lead generation process
  • Significantly reduced ongoing operational and upgrade costs compared to a traditional internally hosted solution
 
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