Case Study: BMC turns to CRM to unify sales team.(CRM Strategies)

B to B, December, 2003 by Bannan, Karen J.

Byline: Karen J. Bannan

Challenge: It's easier for salespeople to do their job if they're closer to the customer, but once they leave the main office, keeping in touch with colleagues and sharing leads become more difficult.

This is the conundrum that systems management software provider BMC Software faced. The company wanted more of its 6,100 employees-especially salespeople-out in the field, but managers knew they might lose incremental sales if employees weren't communicating.

Solution: BMC installed Siebel Sales, rolling it out to more than 1,800 employees in North and South America, said Mark Meyer, BMC's former director of CRM who recently moved over to the company's worldwide marketing and communications department.

"We told...

Read the rest of this article with a Free Trial at HighBeam Research.

Premium Content Partnership | HighBeam Research provides an in-depth online archive library of reference works.