Sales Cloud optimization and consulting across 7 departments to effectively enable association members

Company Profile:

Founded in 1902 and based in Virginia, the association specializes in providing targeted business assistance, extensive global support, and business intelligence systems and analysis. AMT is the voice that communicates the importance of policies and programs that encourage research and innovation, and the development of educational initiatives to create tomorrow’s Smart force. AMT owns and manages IMTS — The International Manufacturing Technology Show, which is the premier manufacturing technology event in North America.

The Challenge:

Even though AMT already used Salesforce.com’s Sales Cloud, the company still suffered from disparate systems and tools within their organization. AMT’s association management system (AMS) received complaints, as crucial information requests were not reported to customer support on time. With a steady rising client base, AMT needed to find a way to keep customer service levels high, while increasing employee productivity within their organization. This begins with a requirement for a system to be fully integrated with all other system components present, to achieve a 360-degree view of the business.

The Solution:

AMT partnered with App Solve to do a re- optimization of their Salesforce platform across all relevant business divisions. The re-optimization package included streamlining business systems through seamless integration of their association management system and their business intelligence tools into Salesforce.com’s Sales Cloud, allowing AMT to provide the automation and employee productivity they need to achieve actionable results for their members. Specifically, App Solve was able to integrate and create the following value- add capabilities: tracking member research requests, tracking sponsorships for events, tracking membership, tracking product up-sell opportunities and extended analysis from dashboards and reports.

The Results:

AMT instantly saw results from the re-optimization package, it specifically allowed the company to create a new up- sell offering through their growing membership base. More importantly, AMT accomplished its goal of having one fully integrated system that can effectively communicate with all parties using it. AMT can now easily measure their ROI and keep track of member information, with the intention of learning from their members and using their new customized solution to create better marketing and selling opportunities down the road.

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