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Sage SalesLogix Customers and Business Partners Get Creative to Win the Innovation Awards
The results are in and there is no question about it—Sage SalesLogix customers and partners* are some really intelligent problem solvers! They're using Sage SalesLogix in creative ways to address their business challenges.
The competition to win in the Sage SalesLogix Innovation Awards was tough this year. There were many worth contenders for the top prize of two Sage Summit passes, along with airfare and a 3-night hotel stay—plus an Apple® iPad® 2!
The Champion: Realty Capital Securities, LLC with Strategic Sales Systems, Inc.
This year's tournament champion was Realty Capital Securities, LLC. Working with their Sage Business Partner*, Strategic Sales Systems, Inc., they customized the Sage SalesLogix Mobile application to create a turbo-charged field sales tool that allows their representatives to have better access to data—anywhere, anytime.
The Challenge: Realty Capital Securities, LLC (RCS), an affiliate of American Realty Capital, is an open architecture wholesale broker dealer focused exclusively on the distribution of direct investments. RCS is a data driven sales company with a culture of transparency. They purchased Sage SalesLogix because of its ability to provide real-time data and integration with their existing systems. RCS employs approximately 200 professionals. Of those, 65 employees travel extensively and 30 telecommute. The remaining employees work in five corporate offices. The challenge is to deliver all of the information needed for mobile professionals to be effective in the field.
The Solution: Mobility is key to RCS, so they decided to go with a web-only implementation of Sage SalesLogix 7.5, followed by the launch of Sage SalesLogix Mobile. Using the Sage SalesLogix HTML 5 application, Strategic Sales Systems worked with RCS to develop a highly customized version of Sage SalesLogix Mobile for their sales professionals to use on mobile devices, including their current BlackBerry® handheld devices. By using the HTML 5 application, the solution is device agnostic, so if RCS decides to switch to Android™, iPhone®, or iPad® devices later, they will be able to use the same customizations. Strategic Sales Systems developed the following customizations:
- Real-Time Dashboard delivers full, company-wide transparency of key metrics, including Sales by Product, Meetings Scheduled, Sales Literature Orders, Recently Signed Sales Contracts, and New Producers.
- Groups can be created by anyone and shared with the field in an instant.
- WebEx Webinars Information can be accessed on mobile devices, so field sales can see which webinars a client has attended or is invited to in the future.
- Cvent Events Information viewed through a custom-built Cvent API integration reveals past events clients attended and future events they are invited to.
- Literature Orders can be placed by a member of the sales team from his or her mobile phone.
- Contact/Account Details reveal relevant sales and account management data, including a complete overview. They also improved contact and account searches.
- Activity List allows the mobile sales team to view and prepare for upcoming appointments, which are largely scheduled by an inside sales team.
- Integration to Transfer Agent enables sales professionals to view securities trades information for their customers.
The Results: RCS has enjoyed tremendous success over the last two years in the face of a notoriously difficult business climate. They believe their ability to access, analyze, and leverage data enables their field sales team to be more flexible, responsive, and intelligent.
Runner Up: Delta Dental of Oklahoma (DDOK)
Christina Short, Manager of Assurance Services for Delta Dental of Oklahoma (DDOK), automated underwriting renewals using Sage SalesLogix—with the help of Sage Business Partner CRMatic. DDOK likes to automate as many processes as possible for efficiency and to support their goals to be paperless. They use Sage SalesLogix to store account files, manage contacts, communicate across departments, create proposals, schedule tasks, and track data and history.
The Challenge: DDOK wanted a way to better manage how accounts were reviewed for contract renewal and potential renewal rate adjustments. The existing process involved combining data from several spreadsheets and manually updating Sage SalesLogix. It took several staff members eight to ten days each month to do it and had to be intensively audited for potential data errors.
The Solution: The Renewal Tool allows a group of accounts to be created with a common anniversary date, then imports the data for each account, and allows the team at DDOK to review the data, make adjustments, and lock the data upon approval. Now, they can update rates with one click for each approved account rather than by manual entry on several hundred accounts each month. With the Renewal Tool, Sage SalesLogix increased the overall accuracy of information and documentation both within and leaving the company, so fewer audit corrections are required.
The Results: Automating this account renewal process has decreased the time spent by Underwriting by 50% and save auditors 60% of the time they spent reviewing the files. The department's efficiency and accuracy has improved substantially. Customers are serviced more quickly with information that is cleaner, consistent, and accurate.
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Jennrash
