All Signs Point to Increased Digital Signage Sales at Remote Media

Challenge

• Remote Media’s ‘signagelive’ solution is the cloud-based Digital Signage Platform which enables organizations to manage and distribute digital media content over the web, to a comprehensive range of digital signage hardware― from standard PCs to optimized low-cost HD players
• Previously, the company’s sales environment was concentrated around a hardware-based, on-premise client/server infrastructure, based on spreadsheets, an Act system, and other disconnected sales systems
• This fragmented approach to sales management made it difficult for Remote Media to obtain a complete 360-degree view of each customer relationship; it jeopardized data quality and undermined sales, marketing, and service effectiveness
• A dynamic, fast-growing business, Remote Media required a cost-effective, scalable and flexible system for managing the end-to-end customer relationship. Having nurtured the business on a cloud computing model the company was also keen to adopt the cloud computing strategy for its own internal operations

Solution

• Remote Media has deployed the Sales Cloud and the Service Cloud to provide the entire organization― together with a global network of channel partners―with a shared, real-time view of each digital signage customer and prospect
• Working within the cloud provides a completely integrated, end-to-end system for managing each relationship. The Sales Cloud, the world’s leading sales application, provides a powerful set of tools for all sales processes, forecasts and in-depth analysis of business critical sales information to be used in contact, lead and opportunity management. For example, working within the cloud enables Remote Media to automatically manage all requests from customers and prospects – from tracking the request when a prospect registers their interest on the company’s Website, to managing free trials, order processing, license key management and billing. The Service Cloud enables staff to not only join cloud conversations with customers and prospects but also to provide them with support.
• Many of Remote Media’s distributors and resellers also use Salesforce applications, allowing customer information, opportunities, orders, and enquiries to be shared transparently across the globe. Altogether, 120 currencies are supported by the Sales Cloud and the integrated Xero accounting system
• Comprehensive, drill-down management reporting dashboards provide Remote Media executives with real-time information for better visibility and improved decision-making. This includes tailored opportunity reporting, signage trials status, and financial forecasting
• Force.com―the enterprise cloud computing platform - enables Remote Media to run almost all its business processes and rules in the cloud
• Extensive use of pre-integrated AppExchange applications enables Remote Media to extend the success of the Sales Cloud and Service Cloud implementation, without the need for costly development, customization, or integration

Results

• Since deploying the Sales Cloud, Remote Media has experienced a ten-fold increase in digital signage trial requests. The company also has drill-down, at-a-glance insight into the most lucrative sales opportunities among these trials―ensuring effective targeting and immediate follow-up
• By replacing a manual sales process with an automated, shared sales system, Remote Media has increased sales productivity by 100 percent in two years
• Through standardizing and working within the Cloud, introducing a real-time, holistic view of each customer and channel partner, the company is able to respond more quickly and effectively to customer needs and thereby enhance customer service, satisfaction, and loyalty
• With Remote Media and the demand for ‘signagelive’ growing rapidly (Camelot, the UK National Lottery provider, for example, recently implemented a 1,470 site digital signage network), the cloud computing model scales seamlessly in line with business growth
• Data quality has been transformed now that the entire business―and extended channel network―share a single, unified view of global information
• The deployment was completed in just two months