Cenveo Unifies its Sales Teams with Salesforce and Data.com
Cenveo, a world leader in print and related services, has a long history of delivering top value for their customers. Increasingly, this has meant acquiring diverse companies and products to keep up with the ever-changing needs of business customers. Of course, with acquisitions come new sales teams – bringing their own unique practices and cultures -- and Cenveo was struggling to make all the pieces fit together. They needed a cultural change to bring their sales teams together, so they purchased Salesforce and Data.com prospector licenses and set out to change the way they did business. According to Kathy Coates, VP of Platform Sales Technology, “We needed visibility across our entire customer base as well as depth within each customer. Salesforce and Data.com allowed us to accomplish both of these objectives within one program. It was a Win-Win!”
Understanding Customers and Strategizing in Real Time
Cenveo started with bringing all their sales teams together in Salesforce, so now, they have one centralized source of data. “We have more visibility into our business than ever before,” Coates says, and that allows them to think strategically about their customers and prospects.
Data.com continues to be the backbone of Cenveo’s customer data strategy, by continuously updating and enriching information about their current customers and prospects. Armed with an understanding of where they’re strongest, they use Data.com to find other similar companies who could use the same products. Now, Coates says, “we can strategize in real time. Now we can analyze sales cycles, size of accounts and industries, and use that data to focus where our account reps should prioritize”.
Since implementing Salesforce, Coates has seen a change across the company. “Salesforce has transformed our perception of our sales team, as well as our perception of our customers,” she says. “We are now pushing forward instead of looking back.”