CRM
Case Studies
Company Overview Postec offers the widest range of hardware
and software solutions for point of service
systems from the industry’s top manufacturers.
Founded in Atlanta in 1987, Postec has
grown to five locations in four states.
Their team provides expertise and assistance
in addressing the information management
needs of today's competitive retail and
hospitality enterprises.
Issues/Concerns
Postec Sales Team were using GoldMine
and GoldSync for all sales divisions. However,
there were no standards in place for processes
or useful custom/key field values. Users
could easily change data values due to
no specific security policy for users or
user groups. Sales teams found it difficult
to analyze their customer database. There
were no customer records with required
sales or marketing data for follow-ups,
sales management tracking and target campaign
marketing.
Objective
Postec wanted to create a cohesive sales
team across both divisions. This included
a unified business process and sales cycle
as well as sales metrics and management
reports.
Solution
BlueDarter Solutions Business Analyst
conducted interviews of key sales executives
and
operation managers. Useful information
was then accumulated to define, implement
and establish an integrated sales cycle,
useful key data fields and custom data
fields for the Postec GoldMine System.
The technical experts at BlueDarter created
and tested the customizations, user groups
and security profiles using a test lab
at their offices. The customizations were
installed and tested on-site at Postec’s
Corporate Offices. Postec upgraded to the
newest version of GoldMine and locked-down
security to change field values for key
data fields.
Benefits
Now that the sales team has:
- One sales process,
- Key fields that track relevant information,
- Custom fields that reflect important
dates and product information,
- Postec now has a CRM system
that allows them to
Easily report outstanding
proposals and their statuses,
- Easily market to CRM records
with specific date expirations,
product
types or
industries,
- Have confidence that the
data is valid and useful
in their
daily sales
routine
and management reports.
|
