UKSA is a registered charity that is committed to changing the lives of everyone it works with through its maritime training and experiences. The charity has enhanced the lives of many young people and undertakes extensive fundraising activities to provide personal development opportunities to all. UKSA is a globally recognised professional training establishment, training in watersports and yachting to the highest level.

Challenge

• The original UKSA website for enquiries about facilities, booking courses, and general watersports participation was overwhelmed by demand
• Effectively and efficiently manage leads derived from the Website, as opposed to adopting a 'scatter gun' approach to every lead. For UKSA, the new buzzwords were 'targeting', 'pipelines', and 'campaigns'
• Overcome reliance on outmoded, labor-intensive lead development, based on disconnected systems
• UKSA previously devoted hours to pulling data from different spreadsheets into one snapshot of the sales report or sales forecast

Solution

• Through its unique 1% Product Donation model, the Salesforce.com Foundation donated The Sales Cloud licenses to the UK nonprofit organization
• The deployment of Salesforce for Google AdWords and Force.com AppExchange applications allows UKSA to advance the education and development of people under 25 through training in sailing and seamanship, by effectively targeting more individuals to benefit from its training programs
• The Sales Cloud provides UKSA with a comprehensive, real-time view of the organization: delivering the dashboard and analytics-based insight needed to make the right business decisions and accurately estimate future UKSA sales
• UKSA used The Sales Cloud ‘web to leads’ functionality to automate the process of registering schools and colleagues for news about a sailing circumnavigation of the globe, including delivery of online teaching resources, regular online video broadcasts and live satellite calls to the yacht
• Pre-configured, pre-integrated Force.com AppExchange applications enable UKSA to achieve rapid address validation and address data cleansing, create customized campaigns and track statistics, and conduct/analyze customer research

Results

• Advanced the education and development of people under 25 through training in sailing and seamanship
• Promoted excellence in maritime training
• Helped target more and more individuals to join its career and leisure training courses
• Captured $800,000 of pipeline opportunities in Salesforce for Google AdWords, with approximately $600,000 of that forecast to result in closed sales
• On-demand model means users can work from anywhere, sharing one real-time, unified view of sales and marketing information
• Allowed UKSA to manage and measure its Google search engine marketing campaigns directly from within The Sales Cloud
• Enabled UKSA to automate the process of managing leads derived from Web campaigns