Alava Ingenieros Subsidiary Preditec Increases Sales Revenues by 25 Percent in 12 Months with Salesforce

"Salesforce is so much more than just another system here. It's the lifeblood of our business."


Challenge
  • Reliance on home-grown, fragmented customer databases to manage customer relationships
  • Systems were struggling to keep pace with the organic growth of the business
  • Each Alava office had its own, unique view of customers
  • Company struggled to keep control of the sales teams operating in each territory and ensure they were operating a common strategy
  • Sales forecasting process took almost a day each month for the administrator to compile

Solution
  • Alava Group deployed Salesforce SFA, Salesforce Service and Support, and Force.com Builder to 73 staff in Iberia to create single view of the customer, including 10,000 sales prospects.

Results
  • Preditec experienced a 25 percent increase in sales revenues in 12 months using Salesforce
  • Improved control of sales activities
  • Resulted in more proactive sales calls on customers
  • Shared view of sales data improves and accelerates decision-making process
  • Sales compensation plans related directly to historical and current sales activities
  • Microsite data from customers automatically populated into Salesforce
  • Reduced invalid email error rate by 50 percent
  • Real-time triggers and alarms ensure that sales keep abreast of every opportunity
  • No up-front technology investment and drawn-out deployment; minimal impact on IT resources
 
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