Dimension Data Boosts Global Sales Pipeline by 172 Percent in One Year with Salesforce

"The interface is just about as easy to use as Amazon.com and we can customize it as we want.  Salesforce has transformed our opportunity management process, offering improved resources management, improved closure rates, and a reduced cost of sale."

Scott Rames
Global Sales Automation Director


Challenge
  • Dimension Data, a specialized, South Africa-based IT services provider, was relying on a set of systems in five regions worldwide to target, acquire, and retain customers
  • Fragmented, existing sales management systems—including Siebel, Oracle Financials, bespoke systems, spreadsheets, and e-mail
  • Multiple, overlapping systems demanded undue IT resources

Solution
  • Dimension Data deployed Salesforce SFA to sales professionals worldwide in four months as part of a multi-tenant CRM solution geared to maximizing sales effectiveness and efficiency
  • Existing sales management systems were discarded in favour of a single and globally unified sales management system based on Salesforce
  • Salesforce provides staff in 40 countries with one common sales process and methodology, one global lead capture tool, and one global drill-down forecasting mechanism 
  • Point-and-click customization was completed quickly and easily by sales teams without the need for IT intervention; examples include hundreds of sales reports and a reference management tool used to coordinate customer references
  • Sales teams are using Salesforce to share crucial deal data and collaborate on international sales opportunities
  • Salesforce’s affordable, easy-to-deploy on-demand model frees regional IT departments to work on other projects, and reduces the need for new hardware purchases

Results
  • Salesforce has increased the value of Dimension Data’s global sales pipeline by 172 percent, helping the company identify and track leads and opportunities that would otherwise have gone unnoticed
  • The on-demand system provides sales teams with simultaneous, shared access to more than 5,000 standalone company reports and more than 700 customized global reports
  • Dimension Data has reduced the variance between the sales pipeline forecast and the value the company closes at
  • The solution reduced the number of accounts tracked by Dimension Data, aggregating many overlapping accounts, and enabling sales teams worldwide to better understand who they sell to
  • Salesforce is achieving a 92 percent utilization rate and proving to be immensely popular with staff at all levels in the organization
  • Salesforce is critical to Dimension Data’s opportunity management process and improved sales results
 
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