Business Objects Implements Salesforce for 2,154 Users

"Business Objects was able to quickly configure Salesforce to our business processes and integrate with systems associated to the lead-to-order process, while delivering an application that improved user satisfaction in the field."


Challenge
  • Business Objects, the world's leading provider of enterprise business intelligence solutions, was expending resources to maintain three sales force automation (SFA) tools globally
  • Standardizing or changing business processes was difficult
  • Business Objects wanted to improve user satisfaction of applications and provide new features to improve the overall value of SFA to users

Solution
  • Looking for a best-of-breed application, Business Objects deployed Salesforce  to 1,400 users in APAC and the Americas within nine months
  • Increased to 2,154 users by rolling out the solution in EMEA, and by migrating acquired companies to Salesforce
  • Primary users include sales and marketing, although the data is leveraged by many operational groups
  • Users are taking advantage of offline access when traveling
  • The implementation and transition occurred with minimal disruption to users; user adoption was at 100 percent within one quarter
  • Salesforce data are integrated with order capture and Oracle's PeopleSoft financials application to support the lead-to-order process in the Americas

Results
  • The Salesforce system has given Business Objects an improved lead-distribution and measurement environment
  • Users have a better contact, account, and opportunity management tool, positively affecting sales force productivity
  • Business Objects can now implement business process changes more efficiently
  • User satisfaction has increased significantly, measured through an internal customer survey
 
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