Industry: Telecom, Cable, Sales
Technologies: Salesforce Sales Cloud
Our client is one of the top 10 telecom and cable providers in the United States. With over 130 sales reps and 20+ sales managers across the many states they service, it was mission critical to have a centralized system for tracking pipeline opportunities and forecasts. Knowing their Monthly Recurring Revenue (MRR) on a close to real-time basis was the only way the organization would be able to meet it’s aggressive growth goals.
Though they had a CRM system in place from a previous acquisition, it utilized old technology and did not have a great user adoption. This low adoption rate forced them to use spreadsheets that were manually reconciled to keep track of pipeline and forecast management.
Our client needed the right system designed and implemented the right way; and, they needed it fast.
Alternetics migrated this client to Salesforce.com Sales Cloud and provided training and follow-up support.
After deploying Salesforce.com Sales Cloud, user adoption from sales people increased dramatically. Sales people see the system as a tool that can increase their commissions; so, they are more engaged in the system. This enhanced engagement leads to more accurate information, entered in a more timely fashion. Marketing is able to utilize the data for better campaigns and managers for better understanding of the market. Of course, the benefits don’t stop there. C-Level executives now have a clear view of the pipeline for 30, 60 and 90 revenue projections, both on a recurring and non-recurring basis.