Salesforce Automation: Mobile Marketing Firm Uses HighOrbit & SugarCRM
The Client
The client is a mobile communications solution company that enables businesses, government agencies, institutions, and volunteer organizations to benefit from the power of text messaging.
The Client's Need
Prior to working with HighOrbit, there were no applications in place or a workable database to manage the sales process. Every sales relationship that the company had was managed from a single spreadsheet in the hands of the sales manager. The spreadsheet contained over 600 contacts and all of the company’s recorded information about each. Determining and executing next steps or periodic follow-up was cumbersome and subject to error. The company was growing and needed a more efficient way to manage their sales operations. It was impossible to manage the company’s growing database of prospects, qualified leads and customers from a spreadsheet. The current system left the door wide open for lost opportunities and revenue.
How HighOrbit Helped
Each of the client’s leads is generated from either of 2 distinct web pages or via a phone conversation. HighOrbit began by creating a process for tracking the web leads. Processes were developed to capture prospect data and automate all of the processes associated with qualifying candidates and maintaining the sales process. The sales manager could easily use the system to assign the prospect to a sales rep and that rep would be able to individually address their new prospect through individual and system generated communication emails.
The second phase involved marrying the HighOrbit system with SugarCRM. This union would allow the system to automatically create an account in SugarCRM, create a contact associated with the account and create a follow up task assignment for the individual sales reps. This was all done through standard database integration points in HighOrbit and the entire project took less than 30 days to implement.
The Results
Implementing HighOrbit Workflow helped the client address major issues they were facing:
- Company-wide Access: Instead of having all of the sales prospect information stored in a spreadsheet and available to just one person, HighOrbit created a system that allowed company-wide access to the database.
- Efficiency: The HighOrbit system allowed the company to manage an increasing number of prospects, providing value driven communications touch points without requiring extra sales staff time.
- Accountability: By making the sales processes transparent, HighOrbit improved the accountability of the sales staff and put everyone on the same page with managing the account.
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