Problem: The client was unhappy with the way leads were being entered and did not have a process for qualifying the leads. They were constantly creating duplicates and wanted to find a way to measure marketing ROI.
Challenge: The business users were not using the system to manage their work. They were simply using it as a place to store contact information. They saw Salesforce as cumbersome and difficult to use.
Solution: Buan completed extensive analysis of the data currently stored in the system. We met with the client to determine the practical applications for qualifying leads and tracking each phase of the opportunity. The first effort involved teaching the marketing department how to de-dupe as new leads are loaded into the system. The second phase involved teaching the business users how to qualify and convert their leads.
Benefits/Results: The client can easily monitor marketing ROI and the business users understand the importance of converting leads into active opportunities.