Customize Transformation For A Personalized Experience
SFDC_INSTRANET_MarcDeBuck
1. InStranet develops content-based applications to securely create,
manage, and deploy critical sales and marketing content for enterprise
channels, and then analyze the results to identify key successes or areas
for improvement. An XML/J2EE software solution, InStranet gives call
center, sales, and marketing management proactive control through
business process management to keep agents, sales forces and
customer bases educated, quickly assess and react to business
changes, and ensure high service quality and brand resiliency. Blue-chip
customers include 3M, AXA, European Commission, France Telecom,
GE/Penske Truck Leasing, Orange, and Zurich.
Julie Norquist is InStranet’s VP of marketing, EMEA. “We are a global
company, but we needed a single picture of our customers, leads,
prospects, and sales pipeline across our offices in France, UK, and the
US,” she says.
Apart from the very short delivery time expected by InStranet’s
founder, the company also required a CRM system that was accessible
remotely. Many of their salespeople work on the road. Valuable
customer information and contacts had been dispersed, making it
difficult for the sales manager and senior management to have a
clear view of customers, sales, and prospects.
Marc de Buck runs an independent, Paris-based IT consultancy firm,
Oscar Data, which specializes in data integration and sales and
marketing workflows. As a consultant he has experience of Siebel,
Vantive, GoldMine, and other CRM systems. He worked closely with
InStranet in identifying the best CRM solution for the company. “The
fact that we required an operational prototype within three days ruled
out many options,” says de Buck.
In addition, he also had to take into account that InStranet's internal
IT resources were directed heavily towards product development in
order to meet ambitious time-to-market goals, and the company did
not have the resources to be distracted by installing its own CRM
system. “InStranet did not want to go through the hassle of managing
synchronization issues or implementing a Citrix server,” says de Buck.
CHALLENGE
JJeeaann--NNooeell GGrraannddvvaall,, ccoo--ffoouunnddeerr ooff
IInnSSttrraanneett,, hhaadd aann uurrggeenntt nneeeedd ffoorr aa
gglloobbaall CCRRMM ssyysstteemm.. AAnndd hhee wwaanntteedd aa
wwoorrkkiinngg pprroottoottyyppee uupp aanndd rruunnnniinngg
wwiitthhiinn tthhrreeee ddaayyss..
SOLUTION
AAss eeaassyy ttoo uussee aass aa WWeebb ssiittee,,
ssaalleessffoorrccee..ccoomm pprroovviiddeess tthhee ppoowweerr ooff
eenntteerrpprriissee--ccllaassss CCRRMM ssooffttwwaarree ffoorr aa
llooww mmoonntthhllyy ssuubbssccrriippttiioonn ppeerr uusseerr.. BByy
ooffffeerriinngg tthhee aapppplliiccaattiioonn aass aann IInntteerrnneett
sseerrvviiccee,, ssaalleeffoorrccee..ccoomm eelliimmiinnaatteess tthhee
nneeeedd ttoo bbuuyy,, iinnssttaallll,, oorr mmaaiinnttaaiinn
hhaarrddwwaarree,, ssooffttwwaarree,, oorr nneettwwoorrkkss,,
rreessuullttiinngg iinn aa rraappiidd rreettuurrnn oonn iinnvveessttmmeenntt..
RESULTS
OOnnee ooff tthhee iimmppoorrttaanntt rreessuullttss ooff
iimmpplleemmeennttiinngg ssaalleessffoorrccee..ccoomm iiss tthhaatt
iitt iiss hhiigghhllyy rroobbuusstt aanndd rreelliiaabbllee.. WWhhiillee
ccuussttoommeerrss ddoo nnoott nneeeedd ttoo iinnvveesstt iinn
hhaarrddwwaarree,, sseerrvveerrss,, oorr ssooffttwwaarree,,
ssaalleessffoorrccee..ccoomm''ss oowwnn tteecchhnnoollooggyy iiss
bbaasseedd oonn aann OOrraaccllee ddaattaabbaassee rruunnnniinngg
oonn SSuunn sseerrvveerrss.. ""DDuurriinngg tteessttss wwee ffoouunndd
tthhee ssyysstteemm ttoo bbee eexxttrreemmeellyy rreelliiaabbllee.. IItt
ddiiddnn''tt ggoo ddoowwnn oonnccee..""
For the first time, we have a complete
picture of the sales pipeline on a global basis.
—Julie Norquist
VP, Marketing, EMEA
InStranet
“
Case Study
The CRM System That Impressed Investors
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