AlliedBarton Security Services Leverages Salesforce and the AppExchange to Maximize Sales and Marketing ROI

"The AppExchange transformed what was already a superior CRM system into a cohesive storehouse of solutions that address the myriad needs of our separate business units. We can download and install apps as needed in a matter of minutes."


Challenge
  • AlliedBarton Security Services, the largest American-owned and managed security services firm, needed to implement an on-demand, always-available CRM solution for database management and interface programming with minimal impact on IT
  • As a national company with resources located throughout the country, AlliedBarton needed a centralized system for managing and sharing customer and prospect contact information

Solution
  • Using only internal resources, AlliedBarton quickly and easily created several custom objects and custom fields to tailor Salesforce to specific business needs
  • The company performed a three-month training program to educate the sales team, doubling adoption rates in one year
  • From the AppExchange directory, AlliedBarton deployed Clicktools, Campaigner, advanced call scripting applications, and an integrated lead provider

Results
  • With marketing, sales, operations and quality assurance data all on the same system, senior management can track data along the entire sales process from lead generation through to customer satisfaction
  • Accurate forecasts and custom reports derived from unified data enables management to assess accountability and view business on a national level; AlliedBarton can measure marketing ROI
  • Customer-centric processes produce significant improvements in account service, customer satisfaction, and retention
  • Enhanced analysis and forecasting capabilities enable informed redesign of geographical markets and assignment of personnel
  • Streamlined communications create a bridge between sales and operations, allowing for the smooth transition from prospect to customer
  • Pre-built AppExchange applications extend functionality of Salesforce investment without additional IT resources
 
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