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Case Study

ASIS International was struggling with managing their sales processes to align with its overall firm strategy.

Company Profile

ASIS International is the preeminent organization for security professionals worldwide. Founded in 1955, ASIS increases the effectiveness and productivity of security professionals by developing educational programs and materials that address broad security interests, such as the ASIS Annual Seminar and Exhibits. ASIS advocates the role and value of the security management profession to business, the media, government entities, and the public.

The Challenge

Growing at such a high pace, ASIS International was struggling with managing their sales processes to align with their overall firm strategy. Disparate systems plagued the organization from properly connecting sales territories with their respective lead prospects. Knowing that their current software solutions could not achieve their organizations’ specific territory management needs, ASIS looked for a solution that would allow them to provide their workforce with the necessary marketing tools, training and automation that would take them to the next level.

The Solution

As a first step, ASIS partnered with App Solve to implement Salesforce.com Sales cloud with the purpose of integrating all of ASIS’ information from their current sources into the new centralized Salesforce instance. Additionally, App Solve provided full customization for their leads, contacts, account, dashboards, reports and Salesforce Chatter – to further align with the unique territory management needs of the organization. The main part of the solution revolved around the assignment rule set-up. App Solve enabled Salesforce to assigned leads to different territories based on the lead’s geographies. Finally, App Solve was able to create a Microsoft 365 integration, allowing for all old and new lead information to be seamlessly stored under one centralized platform.

The Results

After deploying Salesforce.com Sales Cloud correctly, user adoption from salespeople increased dramatically. Salespeople saw the system as a tool that could increase their commissions and thus were more engaged in the system. This enhanced engagement led to more accurate information, entered in a timelier fashion. Marketing was able to utilize the data for better campaigns and managers for better understanding of the market.

Of course the benefits did not stop there. Territory managers now had a clear view of the sales pipeline and with the right marketing automation tools at their fingertips, they were able to properly identify and focus on relevant business prospects.

Change is painful for any organization, but in this case, the client agrees the disruption was well worth the investment.

Solutions Utilized:

Sales Cloud

Over time, your business changes, and App Solve enables you to continue your hockey stick growth by consulting on your current Salesforce.com system and potentially ‘Re-Optimizing’ your Salesforce platform.

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