The Company
The company specializes in sales, charter, services and offers a one-stop destination for buyers, sellers, persons who desire sailing vacations, and owners. In addition to this, the company also offers a range of value added services including insurance, documentation, delivery, dockage, financing, and yacht placement options.
Current Scenario
The company is using Salesforce.com to cater to its main business areas: sales service and charter services. There are around 60,000 contacts in SF which is derived from different business areas.
The current configuration is a complex and interesting implementation of leads, accounts, contacts, opportunities, activities (tasks and events) and a custom object which is the heart of the CRM system and linked with the external website and is extremely reliant on using “tasks” to manage the various sales, charter and service processes. These tasks consume huge storage space.
The company required a customized approach towards improving the functionality of Salesforce.com to match their evolving needs.
Enhancements by Lister
- Tightening up the role hierarchy and business setup for the future by analyzing current structure and future implications.
- Providing new license to managers and to their staff. Setup user email addresses for some licenses that get forwarded to multiple staff to track issues.
- Facilitating a common system integrating key business function in support of sales
- Providing an effective way to manage multiple applications
- Customizing lead assignment process based on their business rules by creating queues or groups
Results
With marketing, sales and operations data all on the same system, senior management can track data along the entire sales process from lead generation through to customer satisfaction
The enhanced configuration enables automated integration from lead to campaign via the company's Web site and then routes leads to appropriate sales divisions
The company now has the ability to manage information centrally for improved productivity, collaboration, and sales effectiveness.
Working model: Pure offshore (Remote Admin and Support Services)
Persons deployed: Two certified Salesforce.com consultants
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