Forecast Accuracy Improves by 50% After Pearson Packaging Systems Deploys Salesforce

"We initially implemented Professional Edition but upgraded to Enterprise Edition and then recently made the decision to upgrade to Unlimited Edition. We plan to aggressively expand the level of functionality we are using, and we felt that the dedicated administrative resources assigned to our account, the Salesforce Sandbox, and the included AppExchange Mobile functionality would help us to achieve our goals of extending Salesforce throughout our entire organization."

Mike Senske
President & CEO


Challenge
  • No shared access to customer data that lived in individual contact managers
  • Inaccurate sales forecasts
  • Needed 360-degree visibility into all customers for all sales people and management
  • IT resources focused on ERP system—limited resources available for CRM technology

Solution
  • Considered a variety of CRM solutions, including Oracle's client-server CRM software package
  • Implemented Professional Edition
  • Up and running in 30 days with minimal IT support
  • Business process standardization on integrated Miller-Heiman methodology
  • Integrated Big Machines LFE, salesforce.com, and the IFS ERP system

Results
  • Customer data consolidated into single repository that can be accessed online at any time
  • Visibility into customers and sales projects no longer dependent on reaching right sales rep
  • Forecast accuracy improved 50%
  • Lead follow-up rates at least doubled
  • Significant improvement in customer response time
 
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