WIND telecom Case Study


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WIND Telecom Expands Sales Organization with Salesforce CRM

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WIND telecom Case Study

  1. 1. WIND Telecom Expands Sales Organization with Salesforce CRMEMPLOYEES CUSTOMER GOALS:1,300 Create a brand new corporate sales organizationINDUSTRY Seek a holistic CRM tool to address theirTelecommunications sales, marketing and customer interactions Identify clearly defined sales goalsCUSTOMER Establish a formal sales leads trackingCREDENTIALS methodLocated in Santo Domingo,Dominican Republic WIND Telecom’s focus as a “We knew Doble Group hadOffers Internet services, telecommunications provider in the Dominican extensive experience in the Caribbean, andconnectivity, IP telephony and Republic is to provide integrated Internet, digital they were a good fit for us,” explainedsubscription TV for both TV and telephone services to the country’s Damián Báez, CEO of WIND Telecom. “Onceresidential and corporate residents and other specialized services to we put together the skill set for which weclients in the National District businesses, institutions and other service needed to recruit for our sales department,and Santo Domingo province, providers, thereby guaranteeing quality, cost Doble Group advised us to implementSan Cristobal, Santiago, La and delivery. The company had a small sales Salesforce CRM to help control theVega and Espaillat team and was considering reorganizing its activities and sales cycle for our corporate corporate sales department to include its sales. We wanted to have a fullyProvides services for business department. Along with the complemented sales team.”international traffic termination reorganization of its sales department, WINDand connectivity between the Telecom also wanted to implement a holisticDominican Republic and the CRM tool to improve their sales, marketing andrest of the world customer service interactions. WIND Telecom requested a comprehensive proposal from the Miami-based sales consulting firm, Doble Group, LLC to see if they could help the company establish the correct sales goals and provide training and support to its entire team. Sales performance c ons ulting
  2. 2. Solution Delivered & Results Solution delivered: Implementation of Salesforce CRM Customer Advantage Sales Training Ongoing support program Results: Improved communication between sales team and managers Online tracking of sales leads Reduction of sales team lead conflicts Once WIND Telecom defined its sales “Due to the implementation ofcycle and methodology, Doble Group Salesforce CRM with the guidance of Dobleconfigured Salesforce CRM to automate these Group, we have much better communicationprocesses and delivered a customized sales between our sales team and managers alongtraining to the Sales Leaders and Executives. with more awareness of the salesThe human resources department was included opportunities we have,” stated Báez. “Ourin the training so WIND Telecom could put sales team is better able to follow internaltogether the right team to improve its sales leads because they’re online, and ourpromotion and increase the efficiency of its managers and sales team have the ability tosales team going forward. better deal with customers. It helped us The company also took part in Doble eliminate the conflict of who deals withGroup’s Customer Advantage Sales Training which clients because previously we had to(CAST) Program, in which WIND Telecom’s go through different e-mails andsales consultants were skilled in value, solution conversations to obtain that information.and consultative-based selling, ensuring they Now we have a very easy process, andhave the professional skills to use the Salesforce CRM has helped our sales teamSalesforce CRM to its maximum potential – be more effective in the entire salesensuring total adherence to their sales process.”processes. WIND Telecom also utilizes DobleGroup’s ongoing support program to help keepSalesforce CRM relevant to the company’sevolving process changes and ensuring they 15715 South Dixie Hwy, Suite 202maximize their investment in the system. Miami, FL 33157 Phone: 877-362-5348 Email: