How do you scale a sales organization quickly and efficiently when your company is faced with rapid growth?

With a highly integrated CRM system based on SugarCRM, Viawest and Epicom have built a platform for business expansion. Sales quotes are generated quickly and easily and all aspects of the sales process, from lead generation through contract document preparation and order entry are automatic, quick, and accurate.

Here’s How They Did It

Viawest — the premier managed hosting provider in the western United States — faced a period of rapid growth fueled by market demand and frequent acquisitions. With expansion into new territories and a rapidly growing base of customers, demands on sales representatives continued to increase. Reps needed a new set of tools to meet these demands and Viawest turned to Epicom for a solution.

The Path To Success

Based on priorities set by Viawest, Epicom focused on migrating and cleaning-up old customer and prospect data from Viawest’s legacy CRM system. Once that was done and users were comfortable with the new system, Epicom shifted gears and began automating other key sales processes. Many important objectives were achieved, including:

• Quicker and better price quotes.
• Faster and more accurate order processing.
• More accurate price quotes and simpler pricing administration.
• Better sales forecasts.

Key Success Factors

• Rock-solid requirements.
• Rigorous testing and approval processes.
• A focus on the user.
• A phased approach to system improvement.

To learn the details of the development and critical success factors, download the full case study to the right.

Would you like to see how a properly constructed CRM system can make a critical difference in sales growth?  Contact Epicom and we’ll show you how.