Paisley Fuels Rapid Growth with Salesforce CRM

Challenge

• Paisley, the industry-leading independent software vendor that provides solutions for the governance, risk and compliance, required a CRM solution to streamline sales operations for improved efficiency
• The company’s existing system was ill-equipped to accommodate rapid sales growth and manage the company’s 1,300-plus accounts
• A new system had to provide integrated functionality for marketing, sales, and account management teams
• Paisley sought a solution that would limit costly technical investments, ensure demonstrable ROI, and keep pace with the company’s rapid growth

Solution

• Because the director of applications solutions management had prior success with Salesforce CRM at previous jobs, it was an easy decision; benefits such as speed of deployment, ease of use, and a Web-based, subscription-based model helped win over the CEO
• Paisley quickly rolled out Salesforce CRM Enterprise Edition in three weeks to 42 users in the U.S. and Great Britain; using LinkPoint 360, Salesforce CRM easily integrated with the existing databases
• Using Vettro 360, reps can access Salesforce CRM via their RIM BlackBerries with added features such as calendar integration and email capture
• Lead flow functionality automatically routes leads to the appropriate salespeople, clearing up contentious issues between inside and outside sales teams
• Paisley rolled out a disciplined sales methodology using the ComplexSale and is using AppExchange partner GPS R.A.D.A.R to support this new methodology
• Paisley has implemented Saleforce CRM as the single CRM solution and has used the technology to support a new account management group to manage Paisley's 1,300+ clients including 140 companies of the Fortune 500
• Dashboards enable users to track each stage of the sales pipeline effectively and provide upper management with a bird’s eye view of the business; features such as ‘hot deal notification’ and customized reporting align the system to Paisley’s business rules

Results

• The company's visibility into its sales pipeline dramatically improved since implementing Salesforce CRM, something they previously struggled with
• Improved ability to manage marketing campaigns, track marketing program success, and quickly deploy leads to sales reps 
• Centralizing all Paisley customer information in Salesforce CRM has provided greater insight into existing customers for maximized customer satisfaction and both up-selling and cross-selling opportunities
• Streamlined AppExchange applications reduce time wasted on non-interoperable software packages