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Arlington Economic Development: A Case Study

Arlington Economic Development

Problem: Self implementation resulted in data silos which needed kid glove handling in order to remove. The team was ready to begin sharing, but they weren’t sure how to remove the barriers. Huge email lists with no way of monitoring the lists. 50% adoption rate.

Challenge: Constantly evolving business processes and lack of understanding of basic salesforce.com functionality resulted in dirty data; multiple “private” contacts.

Solution: Guided data migration efforts and moved contacts without accounts or activity back to leads. Introduced forecasting and products with product families to manage two very different business processes in opportunities. Simplified the case management process. Completely revamped the Web to Lead process and implemented list management through Campaigns and basic event management.

Benefits/Results: Change Management Plan presented within a week. Three weeks of rolling out the changes; user acceptance testing and training. 100% adoption rate.


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