Enterprise Systems

Enterprise Systems

Networking, convergence, mobility and security solutions using Salesforce

The Low Down

Industry

Salesforce Products

Region

Capabilities

Introduction

Enterprise Systems is a value-added distributor dedicated to providing networking, convergence, mobility and security solutions for their enterprise clients across the Middle East and Africa. They approached 4C to help them with management of their Channel and Internal Sales Processes.

The Challenge

  1. Enterprise Systems operate a Multi-Vendor sales team, therefore gathering the data to provide their Channel Sales Network was particularly difficult.

  2. The administration time required for accurate reporting was resulting in lengthy admin processes, that distracted the sales team from their primary focus.

  3. Enterprise Systems needed a way to utilise the collective knowledge of its employees.

The Solutions

Live data on the go

The first phase of the project was designed to empower the Enterprise Systems sales teams and to provide management with a clear and concise insight into the direction the company was moving. We did this by developing a comprehensive suite of reports and dashboards, so the Management Team at Enterprise Systems have access to live data, from anywhere, even their mobile phones.

Pipeline reporting and metrics

The second phase of the project was designed to enable Enterprise Systems to efficiently monitor their Channel Sales process. Allowing them to ensure compliance, but also monitor performance against target.

“Salesforce gave us everything we needed to move away from manual excel reporting; it was easy to use and provided a centrally managed location for all customer and vendor interaction and information which we were lacking. It also gave us the scope to make changes on the fly when needed and will grow into other areas of the business like technical and logistics.”

Matthew Drum, Channel Sales Manager, Enterprise Systems

The Results

25%

Reduction is forecasting time

45%

Improvement in forecasting accuracy

20

Manual Excel reports consolidated into one database

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