Hosted CRM: Vendor Listing

Siebel CRM OnDemand

Fiberdyne Labs, Inc

Fiberdyne Labs, Inc., is a small company with 200 employees and 25 salespeople. It had few formalized systems or processes for its sales force. Customers and prospects were assigned to sales representatives by territory. Call reports were seldom filed, and sales representatives used a variety of databases to maintain their own contact lists. "We were in desperate need of a formalized customer relationship program. We were not documenting calls or using the calls as business intelligence," says Peter Polus, CEO. "Every time a sales representative left, we lost approximately 40 percent of our account base in that territory." Fiberdyne Labs turned to Siebel CRM OnDemand, a hosted customer relationship management (CRM) solution delivered over the Web that doesn't require a substantial up-front investment in technology. The Siebel solution enabled Fiberdyne Labs to transform its sales process, initiating new account management principles that enhanced sales. Now leads are automatically assigned, and workflow is more evenly dispersed across the sales force. Accounts can be reassigned easily even if there is little or no activity or if a change is needed for any reason. Also, the tool is so powerful that Fiberdyne Labs can double or even triple the size of its sales force without creating account conflicts.

Verifications

Verifications provides employment screening for thousands of organizations including 40 of the Fortune 100 companies. To stay ahead of its competition the company responds to clients within one hour. It needed a robust CRM program that could handle everything from remote synchronization to sales forecasting. Traditionally, Verifications managed its sales team in a variety of ways - from Excel spreadsheets to ACT! and Microsoft Outlook. However, maintaining the integrity of its sales data was cumbersome. Synchronization was also an issue - old and new data often crossed paths, which created a significant challenge to keep data current and accurate. Verifications needed a central repository to store critical account, contact, and deal data and a system that was aligned with their ISO 9001 process initiatives.

After evaluating many client/server and online CRM offerings, the company selected Salesnet because it was impressed with the easy-to-use interface and process and workflow automation. Verifications deployed Salesnet in just a few weeks. During the deployment, Verifications mapped out its best practices for closing new business - from lead qualifications and needs analysis to solution preparation. In addition, Verifications built steps into its processes for team selling, so that when a deal closes it immediately gets handed off to the operations team.

Avery

Challenge

Avery wanted to market to end users, yet didn't have any way to track end-user data. It needed a CRM solution to collect information on both distributors and end users. Also, the North American sales team wanted a better way to track an evolving product portfolio. Avery desired an ASP model instead of a client/server one for ease of implementation & impact on internal resources

Solution
Avery selected Salesforce.com for its state-of-the-art functionality as well as for its cost efficiencies in its service provider model. Employees across Canada, Mexico, and the U.S. now share current information from anywhere at any time. Its easy customization enables business units to tailor CRM to their specific business needs

Results
Real-time sharing of customer and distributor information eliminated thousands of internal emails. Centralized data created cost-effective, highly targeted promotional end-user campaigns. Better tracking of new, current and discontinued products provided better insights into product usage.

"After achieving our initial CRM goals with salesforce.com, we began using it to carry out very specialized marketing campaigns, monitor and manage sales promotions, and maintain a knowledge base of new, current, and discontinued products. From marketing to sales to technical support, salesforce.com has become a great utility and resource for everything we do with our customers."

Director, Avery Dennison

DA NanoMaterials

DA NanoMaterials manufactures and distributes colloidal based slurries for use in semiconductor, hard disk and wafer polishing applications. The 75-employee company operates a manufacturing and formulation facility in the U.K., an applications and formulation laboratory in Arizona, a silica lab in North Carolina; and a formulation laboratory in Japan. The company is also on the fast track to growth and it leveraged many of its parents' resources, including homegrown ERP applications, to get up-and-running quickly. DA NanoMaterials turned to NetSuite largely because the technology's Web-based architecture fitted nicely with the needs of a global, near-virtual workforce. "It allowed our workforce and interested stakeholders to plug in and gain data on a real-time basis," says CEO Robert Grashoff. "NetSuite is also very scalable."

The Results: Material Gains

DA NanoMaterials expect to save roughly $100,000 annually with Web-based NetSuite, largely by avoiding drag-on IT staff and maintenance costs of a client-server solution. Start-up costs alone saved the company one-half million dollars. By consolidating ERP and data with NetSuite, DA NanoMaterials has eliminated redundancies and streamlined workflow. NetSuite has also helped executives keep closer tabs on business. Says Grashoff: " With NetSuite, we're more closely linked with our customers and this allows us to better support them, so it eventually will affect our bottom line in a positive way."