StarHub's vice president for sales of Enterprise Business Group Chong Mien Teh chose to return to the drawing board instead, reasoning that it was better to build the ideal foundation for the commercial business than to attempt to fit a metaphoric square peg into a round hole.
It's a decision Teh has celebrated ever since. The Salesforce phase one build took only six months - just weeks for each subsequent phase! Results have already superseded expectations.
At the same time, StarHub is injecting efficiency into every stage of sales cycle. The company has experienced a massive seven times increase in sales in just three years.
The product team also relies on dashboards for monitoring product performance. Provisioning delays, or tactical issues of any kind, are immediately flagged and remedied before posing a threat to the customer relationship.