JLG Customizes Salesforce, Including Integration with Existing AS400 Back-End Systems, Using Internal IT Resources

"There are as many ways to customize Salesforce as there are ways to approach and solve a problem. In contrast, Siebel and others tell you what the system does, how it operates, and consequently, how you are going to operate."


Challenge
  • Sales team needed central view of all customer and prospect data to replace mix of ACT!, Excel, and homegrown systems
  • Needed to integrate with existing back-end systems
  • Wanted quicker, more accurate summaries and forecasting for executives

Solution
  • Chose salesforce.com on-demand CRM over client/server software
  • Software-as-service model keeps infrastructure costs and demands on IT resources low
  • With Force.com API integration, salesforce.com can serve as customized front end for existing back-end systems, including AS400
  • 273 users leverage the multi-currency and multi-language capabilities across four continents to work with customer data via Enterprise Edition

Results
  • Central point for all customer and prospect data and information globally—no more manual, time-consuming consolidation of Excel sheets
  • Increased quote volume and new business
  • Deployed, integrated, and customized without requiring consultants
  • Simplified summary and forecasting process for executive management
  • Evolved to using case and call center management functionality
 
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