Wilhelmsen Ships Service Sails into Global Waters with Salesforce

"Salesforce.com pretty much created the on-demand CRM market, and they bring to Wilhelmsen Ships Service a world-class solution, great experience, and a highly professional team putting it all together."

Frederic Fontarosa
Vice President, International Sales & Market Segments


Challenge
  • Wilhelmsen Ships Service is the world’s largest maritime services network, headquartered in Norway, delivering improved vessel operating efficiency to the merchant fleet out of 319 offices in 71 countries. The company was using an assortment of locally-based systems to manage relationships with key target customer groups
  • Overcome Wilhelmsen Ships Service’s customer intelligence issues, with information scattered around the globe in isolated pockets and silos
  • Tailor the Customer Relationship Management (CRM) system to meet specific shipping industry criteria and help share information, ideas, and best practices

Solution
  • Wilhelmsen Ships Service deployed Salesforce SFA to more than 500 sales professionals in all four corners of the world, including supporting users in high growth regions, such as Kuwait and Shanghai
  • The company chose salesforce.com based on ease of use, breadth of functionality, and straightforward adaptation
  • Salesforce provided the Wilhelmsen Ships Service team with a 360-degree view of each customer, together with online contact management
  • Salesforce software-as-a-service model developed global sales strategies in support of Wilhelmsen Ships Service’s global customer base

Results
  • Salesforce played an ‘important role’ in supporting Wilhelmsen Ships Service’s growth in the last few years
  • Salesforce allowed Wilhelmsen Ships Service to act and operate globally—a prerequisite for this worldwide ships service organization with sales coverage in major cities worldwide
  • Salesforce provided fast access to data—whether online, offline, or via mobile devices—and linked to the company’s Microsoft Office and Outlook environments
  • Customized activity environment enabled Wilhelmsen Ships Service to track and collaborate on tasks and sales activities, schedule joint meetings, develop and share sales reports
  • Salesforce provided clear visibility into Wilhelmsen Ships Service’s sales funnels and pipelines—at global, regional, country or customer level
  • Accurate and timely revenue forecasting helped to increase the deal pipeline and provided insight into market trends and demand for ships services
  • Salesforce delivered a profound degree of insight into each account and contact
 
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