Approva Replaces SharePoint-Based Online Sales Kit with Salesforce Content in 2-Week Rollout

“We’ve seen strong adoption of Salesforce Content among our sales team. People love the search, indexing, and preview functionality—and it only took 2 weeks to roll it out.”


Challenge
  • Approva, a provider of risk management and controls intelligence software, needed a comprehensive content management solution to grow and empower its direct sales force.
  • The company’s Microsoft SharePoint solution had a complicated organizational structure that made it difficult for the sales team to find relevant marketing content.
  • SharePoint upgrades required IT resources dedicated to other priorities. The result: Approva often operated on older versions, unable to take advantage of functionality in newer releases.
  • The Approva sales team needed quick, easy access to up-to-date marketing content, and marketing needed feedback from sales on which documents were most important.

Solution
  • Already a Salesforce SFA and Salesforce Marketing customer, Approva upgraded to Salesforce Unlimited Edition for Successforce Premier Support.
  • After debating the viability of SharePoint upgrades for over a year, Approva implemented Salesforce Content in only 2 weeks. The company moved 500 documents from Microsoft SharePoint to the new content management solution.
  • Search, filtering, and tagging features make it easier for sales to locate relevant marketing content and documents in Salesforce Content than in SharePoint.
  • With Salesforce Content, users can subscribe to receive automatic notifications when content of interest is created or updated. This feature ensures salespeople always deliver up-to-date information.
  • Approva expanded on its Salesforce solution using the AppExchange marketplace by downloading apps such as DemandTools, Eloqua, Ringlead, VerticalResponse, and a support survey tool.

Results
  • Approva has increased inbound prospect inquiries by 25 percent.
  • The company has been able to demonstrate the effectiveness of its marketing using Salesforce dashboards and reports.
  • Approva’s sales team has quickly adopted Salesforce Content. The content management solution has made it easier for marketing to better meet sales’ content needs. 
  • Salesforce Content centralizes sales documents in one place, so sales teams can find the most relevant materials faster than ever. 
  •  Marketing has visibility into which content is used most by sales and can devote its resources to creating new content.
  • Approva’s sales, marketing, support, and finance organizations are using Salesforce as a key business application.
  • The software-as-a-service (SaaS) model frees IT from ongoing maintenance and upgrades.
 
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