Beckman Coulter wanted to improve and streamline their sales process. Sales representatives were spread across 40 countries, working with a Salesforce database that contained over one million contacts. Managing and assigning a high volume of opportunities to sales teams became extremely difficult. Multiple sales representatives would call on the same customer, without knowing that other sales representatives were also contacting the customer. On the other hand, opportunities that needed immediate attention were not getting attention due to lack of visibility to such opportunities at the right time. This was causing a high degree of customer dissatisfaction, as well as lost business opportunities. Their goal was to be more efficient in managing leads and opportunities using Salesforce and Pardot.
Beckman was also investing a significant amount of money in marketing and they weren’t sure they were achieving the desired return on that investment. Inability to access the appropriate data was preventing them from gaining access to the intelligence on sales performance that they needed.
To solve these problems, Beckman Coulter was looking for a partner with strong Salesforce development and implementation expertise.