RadiSys Downloads 11 Custom Applications from the AppExchange to Create Extended CRM Solution

Challenge

• RadiSys Corporation, a leading provider of embedded computing systems, needed better tools for managing customer relationships and increasing effectiveness of its sales and marketing organization.
• The company sought to reduce the expensive IT resources required to maintain its existing off-the-shelf CRM solution.
• RadiSys required a solution that could meet the diverse needs of its global operations, was extensible to meet unique needs, and was intuitive to users not in sales.

Solution

• New sales management, successful with Salesforce CRM at prior companies, quickly selected Salesforce CRM Sales and Salesforce CRM Marketing.
• With help from salesforce.com consulting partner Acetta, the company deployed Salesforce CRM globally in three months—leveraging Salesforce CRM's multilanguage features—to operations in Japan, China, Germany, England, Ireland, and the United States.
• With mobile access, RadiSys employees access Salesforce CRM from the road to update opportunities immediately after customer visits, qualify leads, and stay productive.
• RadiSys downloaded 11 applications from the AppExchange directory to create an extended CRM solution featuring channel plans, PR management, strategic account planning, incentive plans, and more.
• Custom tabs, built with builder, manage channel partner opportunities, early product trials, and sales force T&E.
• Using the Force.com API, RadiSys combined tabs into optimized applications specific to different user groups.

Results

• With Salesforce CRM, RadiSys now captures all prospect touch points and provides complete visibility into sales activities and funnels.
• Channel partner opportunities, which sometimes fell through the cracks before Salesforce CRM, now receive consistent handoffs, tracking, on-time compensation, and follow-up.
• Marketing accelerated lead qualification; 100% improvement of the leads being contacted and qualified .
• Benefiting employees beyond just sales and marketing, finance, engineering, and customer ambassador teams use the extended CRM solution for strategic planning .
• Administering the Salesforce CRM system takes only half of a full-time e-marketing resource, eliminating the IT support costs of the company's earlier CRM system.