Ricoh Drives Business Strategy with Customized Salesforce Solution

"Salesforce’s ‘visualization’ has enabled us to shift costly ‘sales activities’ from those based on individual hunches and judgments to those based on enterprise-wide business strategies. This improved one KPI by 20%."


Challenge
  • Since the sales and marketing activities are supported by vast amount of investment, it is important to be able to verify the effectiveness of such investment.
  • Data gathering portion of decision making takes up too much time and efforts. Some of the time, as much as two weeks are needed to verify the collected information.
  • Current information management system does not produce reliable numbers.

Solution
  • The system offers very little risk and can be put to use right away.
  • Only needs WEB browser to run the system.
  • Customization can be implemented in a short time by a single consultant.
  • Maintenance takes up little resources.
  • It provides speed to data gathering and management. It is excellent for real-time operation.

Results
  • The system freed up time that was traditionally taken up for gathering and tabulating data.
  • Main efforts have shifted to a high-quality sales cycle of understanding the situation, taking appropriate actions, and evaluation.
  • Since customization is possible at individual level, the system was adopted quickly.
  • The nature of meetings has changed from low quality “data gathering” to high quality “action decision making.”
  • Timely evaluation of costly sales activities is now possible at management as well as at individual level. This enables early detection of errors in individual judgments.
 
View All Snapshots