how a chemical company customized their crm for better results
DESCRIPTION
Our "No Results Missed" Case Study Series kicks off with a look at how a long standing chemical company that produces industrial cleaning supplies, maximized their performance from their sales and marketing teams by customizing their CRM with InfoGrow. The new enhancements, add-ons, and education gave the chemical company the tools it needed to increase user adoption, interoffice communication, and sales revenue.TRANSCRIPT
“No Results Missed” Case Study Series
A Chemical CompanyCRM User Adoption
Case File #1:
About the Client
• For over 50 years, this chemical company has been an industry leader in supporting facilities maintenance professionals, providing chemical cleaning compounds and equipment.
The Issue
• They had invested in a CRM system as an IT project.
• There was little adoption or use of it from Sales and none from the Marketing Department.
Why Did the Issue Occur ?
• The “Install and Run” Approach
– The CRM was set up by a company that simply installed the software, tested it to make sure it was working properly, and then said goodbye.
But Why Doesn’t That Work
• Not Creating a Foundation
– How can they optimize your CRM if they don’t really understand your business and what your goals are?
• Lack of Support
– If a company is just starting on a CRM system and is not properly trained, or have a place to go with questions, frustration and apathy begin to set in.
InfoGrow Enters the Picture
• The chemical company found InfoGrow while searching for a CRM mapping tool, but they would come to get a lot more out of the relationship than just an application.
Chemical Co.
How InfoGrow Helped
• InfoGrow took time to listen and understand the company’s entire day-to-day process.
– From that “getting to know you” period InfoGrow was able to offer well-informed recommendations
– Including user interface changes and customizations that helped to facilitate user adoption.
What They Had to Say
• “InfoGrow got it,” said the company’s CIO, and he went on to add that the valuable add-ons for Marketing Automation and CRM mapping that InfoGrow provides enhanced their CRM system.
In the End
• By working together with InfoGrow, this chemical company was able to tailor their CRM system to fit their specific business needs, resulting in:
– Optimization of its performance – Increased user adoption by both its Sales and
Marketing teams– Higher productivity and overall efficiency
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