CRMantra helps boost sales productivity and integrate customer data across systems for HP.

Enabling a 360 degree view of customer data for sales and marketing boosts productivity

Hewlett-Packard Company (HP) is an American multinational information technology corporation headquartered in Palo Alto, California, USA. HP is one of the world's largest information technology companies, operating in nearly every country around the globe. HP specializes in developing and manufacturing computing, data storage, and networking hardware, designing software and delivering services.

Situation

HP partnered with CRMantra because its customer data was segregated across sales channels, blocking sales teams from having all of the information about a given customer in a given system. Sales teams were also reluctant to adopt CRM based processes, as the user interface was counterintuitive.

The goal of the project was to upgrade its CRM platform to consolidate customer data, which would then boost the speed of solutions sales and boost sales force productivity overall.

Solution

CRMantra worked to streamline HP's CRM sales application from campaign kick off to contract signing. We designed a solution based on Siebel 7.8 and Oracle BI (OBIEE).

The new platform had to service more than 800 end users across four different continents. We also provided sales force training in the new application and in CRM best practices.

Results

The solution improved sales productivity overall from a combination of increased user adoption and increased sales velocity. We also saw a boost in revenue from greater solutions bundles versus product sales. Finally, consistent and accurate sales and pipeline visibility at all levels of the organization helped to improve forecasting and gain efficiency.