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Detica (Subsidiary of BAE): A Case Study

Detica

Problem:  New sales structure required tracking Horizontal and Vertical efforts and a need to provide for collaboration between all business units.

Challenge:  The changes in the sales structure and the purchase of SFDC placed a high premium on a quick turnaround.

Solution:  Implemented SFDC with a simple sales process and data entry requirements. Details on the breakdown of offerings by vertical are entered as a single amount and formulas rate each for profitability based on the period of performance and the estimated FTE needed to meet the requirements.

Benefits/Results:  SFDC rolled out within 4 weeks of kick off. Plans are in place to allow Operations to begin to manage their Top Down forecast through additional data entered in Products and Price Books with Revenue Scheduling and Customized Forecasting.


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