Invensys Automates Web Lead Routing, Processes more than 200 Leads Per Week with Salesforce

“The combination of salesforce.com's strong security model and Web-native approach with Outlook and Office integration allows us to increase visibility into all of our global direct sales and distributor channels. We now have customer information in the hands of our 160 global distributor offices and Wonderware regional sales offices, enabling real-time information to better serve our large installed base."


Challenge
  • Invensys, a leading supplier of industrial automation and information software solutions, needed to manage customer information on over 100,000 plants worldwide, across a global organization that includes 160 distributor offices
  • The company required a strong security model to control access for third-party distributors
  • Invensys needed to support a new focus on understanding customers without alienating critical reseller relationships; over one-third of the world’s plants run Invensys Wonderware software solutions

Solution
  • Invensys chose Salesforce Enterprise Edition for its CRM needs
  • The software-as-a-service solution delivers Web-based access to critical information for 350 executives, employees, and distributors
  • Microsoft Outlook and Office integration allows the company to increase visibility into all global direct sales and distributor channels
  • Sales leads are captured within Salesforce and automatically assigned around the world
  • Invensys distributors have select access to account & lead information via custom views; a few are now using the Invensys Salesforce instance as their main CRM system
  • By leveraging Salesforce mash-up techniques, the company’s sales channels have visibility into specific software licenses at each account site

Results
  • With Salesforce, Invensys has streamlined information flow throughout internal teams and across its distribution network
  • The company has also improved the timeliness of lead assignments to proper owners 
  • Productivity increases as a result of using Salesforce allows Invensys to efficiently process more than 200 leads per week
 
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