Quantum Achieves 90 Percent CRM Adoption Rate with Salesforce Deployment

Challenge

• Quantum, the leading global storage company specializing in backup, recover, and archive, was struggling with low adoption of an existing client/server CRM system
• The company wanted to support renewed focus on channel sales efforts and processes
• A multilingual solution that could be easily deployed to offices in the U.S., EMEA, and APAC was desired
• Key requirements included the ability to track channel sales results, customizability, and flexibility

Solution

• Quantum selected salesforce.com’s on-demand model over conventional client/server software
• The company successfully completed a worldwide deployment of Salesforce Enterprise Edition in less than three months
• Over 400 employees in sales, marketing, product management, sales operations, and pre-sales system engineering can access Salesforce in English, Chinese, and German
• Reports and dashboards are easily generated, allowing executives to track pipeline growth, closed and lost pipeline, trends, and more
• From the AppExchange marketplace, the company downloads and installs applications such as DemandTools, Reference on Demand, and Mass Update Opportunities--extending the same on-demand success Quantum has experienced with CRM to other departments and functions

Results

• Bolstered by ease of use and training, Quantum’s CRM user adoption rate has increased from 50 percent to 90 percent with Salesforce
• The AppExchange empowers users with applications that come fully integrated with Salesforce CRM and the Force.com platform
• Customizable forecasting delivers visibility and insight globally
• Salesforce has improved work output and relations across marketing, sales, and channel partners
• Quantum can easily customize and adapt Salesforce as its needs evolve and as the business continues to grow
• Using Visualforce, Quantum will be able to design application user interfaces tailored specifically to its sales reps