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Fortune 500 Company: |
Fortune 500 Company needs a value added partner for their CRM implementation
Background
The client is a well known Fortune 500 multi-national who is competing for more market share in a crowded space. The goal was to increase the average order size and to introduce existing customers to additional product lines which some customers were not currently purchasing. In addition, the client sought to reduce its sales cycle and the resulting cost of sales.
The client invested in an enterprise-wide CRM application which they anticipated would fulfill most of their requirements right out of the box.
Project Objectives:
- Increase the accuracy of their sales forecasts.
- Increase sales revenue.
- Decrease the length of the average sales cycle.
- Decrease cost of sales.
- Maintain a single view into the customer’s data across all department and divisions.
Why CRMandDWexperts Was Chosen as an Implementation Partner
Although the client maintained an internal team of highly trained IT and business experts, they lacked certain expertise in critical areas such as knowledge of the product implementation in their industry, CRM best practices and change management.
The client recognized the need to partner with an organization that had the capability to provide experts who had successfully implemented the solution in their specific industry. The client identified CRMandDWexperts as the organization most qualified to deploy highly trained experts with actual knowledge of both the client’s specific industry and the chosen CRM solution.
The client was also aware of CRMandDWexperts’ reputation for being able to accelerate ramp-up time through the use of their unique Expert Matching System tool.
Using this powerful tool, the client was able to choose from among the largest selection of experts who were specifically qualified in the client’s solution and industry and who had the requisite skills and experience that were not present on the client’s own team.
In addition, the client was able to further narrow their choices down to experts who lived near the project’s location thus further accelerating ramp-up time while reducing travel time and the associated travel expense.
How CRMandDWexperts Responded To Client’s Requirements
An Account Manager with extensive experience in understanding CRM and data warehousing requirements for the client’s specific industry was assigned to execute our Three Step Process.
- The Account Manager worked closely with the client to analyze the project’s requirements in order to identify qualified experts who possessed the exact experience and skills that the project required.
- The Account Manager presented a list of experts to the client and arranged for telephone interviews of the complete candidate list as well as final in-person interviews for the resulting short list of potential candidates.
- The Account Manager worked with the client to complete the procurement paperwork and arranged for deployment of the selected experts according to the client’s timetable.
The client received highly qualified experts, at competitive rates, in the least possible time. This enabled the client to ramp up in the minimum amount of time and to complete the project on time and on budget.
Benefits and Results
Due to the assistance and expertise of the CRMandDWexperts’ team members and their ability to implement the product correctly in the shortest amount of time possible, the project was delivered on schedule and on budget to the client’s complete satisfaction.
The client also appreciated the additional benefits which were incurred by our experts’ willingness to transfer much of their knowledge and expertise to the client’s own staff during the term of their deployment. As a result, the client now has a trained staff capable of maintaining and enhancing the system on their own.
This client continues to use the services of CRMandDWexperts, on a periodic basis, to avail themselves of advisory and implementation services on new business and technology initiatives.
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