Sales Force Automation Software

Siebel Systems

Loews Cineplex
Loews Cineplex, one of the largest theatre exhibition companies in the world, has been focused on growing its highly profitable corporate ticket sales through its Special Products Group. Unfortunately, the Special Products Group was hampered by a homegrown software system that limited its ability to manage accounts, track sales pipeline, and manage account activities. With the help of an outside consultant, the Special Products Group at Loews Cineplex selected Siebel Sales over two other competitors to serve as a platform for proactive selling. “Siebel was definitely more powerful than the competition in terms of functionality,” says Dufresne. “And we were really impressed with the reputation and stability that Siebel Systems offered.” The Special Products Group implemented Siebel Sales in only three months with the assistance of Extraprise, a Siebel Alliance Partner. The impact of the system has been immediate and profound. Sales to top customers alone increased 17 percent in the past year, and Pitcher estimates that his sales force has improved productivity by 20 percent. “Siebel Sales has allowed us to offer a superior level of customer service, even with a very lean team,” says Pitcher. Thanks to Siebel Sales, Loews Cineplex’s top customers tell the company that the level of organization and customer service focus of Loews’ Special Products Group is superior to the competition’s.

NetSuite

 Design for Health
“Using NetSuite’s SFA/CRM tool, our salespeople can track their sales and contacts in a very simple format. And it integrates directly into our company’s financial information, part of the same NetSuite application. It is a beautiful resource for us.” Jonathan Lizotte, Founder and CEO, Design for Health

Designs for Health needed a single, integrated application to efficiently run all aspects of the business, particularly a Sales Force Automation tool that its salespeople would actually use. So Designs for Health runs its business on NetSuite, a fully integrated, online business software solution that automates both front and back office operations for mid-sized enterprises. NetSuite, which includes NetSuite Advanced Accounting, NetCRM, and an integrated on-line Web store, handles Designs for Health’s sales, inventory tracking, sales force automation and general accounting. The change to the NetSuite system worked wonders. NetSuite’s pre-integrated software has freed Lizotte to do what he does best – that is, sell nutritional goods. And last year he grew sales by a whopping 135 percent, from $1.7 million to $4 million. “If I knew then what I know now, I would never have gone with a multiple application approach,” said Lizotte.

Oracle

 Wind
Founded in 1997, Wind has quickly become a leading player in Italy’s increasingly competitive telecommunications market. With 29.5 million customers, the company offers landline phone service, mobile phone service, and Internet service throughout Italy. Wind’s mobile network covers more than 94% of Italy’s population while its landlines and Internet services are available throughout the entire country, thanks to a fiber optic network that extends more than 18,000 kilometers.

In July 2002, Wind became convinced that wireless solutions represent the most effective way to coordinate its sales professionals’ need to access information with their need for mobility. The company decided to use Oracle Database, Oracle Application Server and Oracle Lite to implement a new mobile solution with the primary objective of optimizing sales times and marketing Wind’s commercial network.

Today, Wind’s sales force, about 100 agents total, uses the new solution, called Sales Force Automation (SFA). The new system allows Wind’s sales force to automate the research and transmission of critical information&0154;including client information, sales, and order management–from anywhere using a simple handheld device loaded with a specific portal.

“The integrated functions of the system improve the quality and the timing of client interactions, automatically increasing the level of satisfaction. Our sales staff is more efficient and can work better, so customers receive answers faster,” said Paolo Venturini, sales director for business market, Wind. The solution also shortened sales cycles.

SalesForce

AT Kearney, an EDS company
“In the four years we’ve been with salesforce.com, they’ve rolled out new features, introduced new customization and integration capabilities, and anticipated our evolving needs – without one upgrade. We started with simple SFA and now have full CRM embedded deep in our organization. We’ve gotten a lot of value from salesforce.com.” Director A.T. Kearney Procurement Solutions.

Challenge: Needed to manage & coordinate international sales & marketing efforts Wanted to improve service on major accounts like Volkswagen Required integrated marketing automation functionality Looked to avoid a lengthy & costly software project.

Solution: Selected http://web.archive.org/web/20050307203416/htpp://www.salesforce.com/ for on demand CRM & anytime, anywhere access to data Customized salesforce.com to track product types, partners, implementation timeframes, & revenue Web-to-leads functionality ensures all leads captured from company site are automatically populated & tracked in http://web.archive.org/web/20050307203416/htpp://www.salesforce.com/.

Results: More leads worked, better insight into competitor win ratios Decreased time between deal close & fulfillment Better, faster service to customers & prospects Higher quality data lets management better focus resources for an increase in market share.