SIRVA Leverages the Power of the AppExchange to Slash Costs and Boost Sales; 85% Cost Savings in Training App Alone

Challenge

• SIRVA, a leader in providing relocation solutions to a well-established and diverse customer base around the world, wanted to consolidate a variety of disparate SFA systems into a single solution
• The company lacked a shared view of its customer base
• It needed to coordinate business across multiple divisions, including SIRVA Relocation, Allied Van Lines, and northAmerican Van Lines
• Given its mobile sales force, the company required support for offline users; support for international efforts was another deciding factor in selecting a CRM system
• The company could not afford costly client/server-based technologies; the inflexibility of these types of applications failed to align with SIRVA's business culture and growth

Solution

• SIRVA deployed salesforce.com Enterprise Edition to 419 users across three divisions worldwide
• Customized views created for each unit bolsters usability and productivity
• Salesforce enables SIRVA to tie sales probabilities to the company's sales methodology; custom forecast reports are easily created from updated dashboard information
• Using Force.com Builder, SIRVA developed an elaborate employee training course management application and a dynamic benchmarking application based on customer data
• SIRVA also developed a user poll application from which the company will roll out polls to solicit and aggregate client feedback from around the world
• Another AppExchange-developed application to organize reporting structures helps the services group sell and engage customers at the appropriate levels

Results

• By unifying operations within one solution, the company improved coordination and can now leverage its worldwide sales efforts across all divisions
• With significant productivity gains and increased visibility across sales operations in Asia, Europe, and North America, SIRVA has seen a jump in sales
• The company presents a coordinated, professional face to customers, instilling greater loyalty and brand integrity
• Over 85% ($125K upfront and $23K per annum) cost savings reaped as a result of developing its training application on the Force.com platform
• The ability to track precise metrics and therefore provide evidence on employee training has been a huge selling point with clients