Sage SalesLogix: fully customisable CRM software

Lloyds TSB

London

The problem

"We had all the classic problems, we struggled to really know what was going on," according to Charles Brown, Senior Consultant at Lloyds TSB Commercial Finance. "Salespeople couldn’t easily share information, and we couldn’t identify which market spaces were being addressed. We therefore instigated a project to look at implementing a companywide CRM solution."

How Sage SalesLogix helped

Having identified the main mid market players, Lloyds chose SalesLogix from Sage. "There were a number of key factors behind the decision," Charles explains. "Firstly SalesLogix is backed by Sage. It's important for us that any supplier we chose wasn't going to disappear overnight; we need someone with long term strength and stability. We also liked the way the product looked and found it easy to use. It wasn’t too complicated, unlike the competition."

"SalesLogix has allowed us to create a repository of information that we simply didn’t have before. It’s companywide, consistent, and serves as the primary source for our sales BI reporting."

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taylorcocks

South of England

The problem

In the competitive field of professional services, taylorcocks prides itself on how closely it works with its clients.

Not only is the firm staffed by experts with proven commercial experience, it strives to deliver the best possible client service by being responsive and proactive to client needs.

Consequently, the firm’s account managers spend a large portion of their time out of the office, working directly with clients or on in search of solutions to their challenges.

How Sage SalesLogix helped

The firm manages client relationships using Sage SalesLogix CRM (Customer Relationship Management) system. "SalesLogix is central to our business. Everything to do with the client is done through the system," explains Simon Howell, a Client Relationship Director at taylorcocks.

SalesLogix acts as a centralised reservoir of client data, giving staff access to an overview of every transaction for each client the business has. It also enables the firm to manage the frequency of contact between account mangers and clients.

In 2009, Ian Cocks, co-founder and Managing Director of taylorcocks, attended an event hosted by his Sage SalesLogix Business Partner, QGate Software, at which he saw a demonstration of SalesLogix Mobile software running on a BlackBerry® smartphone.

Chris Kyle, Operations Director at taylorcocks, figured that if their CRM provider was using BlackBerry smartphones with SalesLogix, then a BlackBerry® solution would be the best bet for taylorcocks. Moreover, the ability to wipe data from a BlackBerry smartphone if it goes missing and to manage security policies remotely means the BlackBerry solution complies with taylorcocks’s security requirements.

In late 2009, taylorcocks rolled out a BlackBerry solution comprised of a dozen BlackBerry smartphones running Sage SalesLogix Mobile coupled with BlackBerry® Enterprise Server for Microsoft® Exchange.

Today, just a few months after the deployment, taylorcocks credits the BlackBerry solution with SalesLogix as having completely transformed work in the field.

As Howell explains, "as soon as I finish a call on my BlackBerry it prompts me to log it in SalesLogix." He finds it so practical that he now prefers to enter his meeting notes into SalesLogix on his BlackBerry smartphone rather than use his laptop.

Miles Auckland, a Client Relationship Director at taylorcocks, adds that when a client asks him during a meeting for information that he doesn’t have, he can open a "ticket" on SalesLogix that is automatically sent to the right person for follow-up.He explains that "the client often has the response before I get back to the office."

Howell and Auckland both estimate that the BlackBerry solution saves them at least an hour a day – the equivalent of over £1,000 in recovered chargeable time per user each week.

"The bottom line is that we’re more responsive to, and more effective for, our clients."

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