Salesforce Helps Responsys Determine the Best Use of Its Resources for Maximum Sales Effectiveness

"We needed CRM that could deliver a real-time picture of the health and activity of our business without intruding into our sales peoples' lives. We now have a customized CRM tool that's embraced by our team — we can monitor and understand where we're succeeding and where we need to dedicate more resources in our business."


Challenge
  • Incumbent Siebel CRM software implementation was difficult to administer, customize, and use
  • Hindered by increasing difficulty in capturing forecast and pipeline data
  • Siebel system could not integrate with Responsys' own email marketing platform

Solution
  • Replaced legacy Siebel system with salesforce.com for national sales team
  • Migration from Siebel completed in one week
  • Easily customized in-house to fit specific team requirements
  • Used Force.com in partnership with salesforce.com to easily integrate CRM with online marketing application

Results
  • Dramatic improvement in end-user satisfaction, with adoption rates soaring to 100%
  • Improved sales activity processes, lead capture, and funnel execution
  • New—and better—insights into customer response patterns and overall sales effectiveness
 
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