After nearly doubling in revenue over the previous three years, the Crowe Horwath LLP Performance Consulting Group set out to do it again in 2012, with a goal to grow annual revenues to U.S.$100 million by 2015. For the company’s Performance Consulting Group, supporting these ambitious goals meant keeping a careful eye on the sales pipeline. Unfortunately, low adoption of the existing sales database among the staff had the potential to thwart the group’s growth plans. To establish a comprehensive view into sales and to operate more efficiently and strategically, the company knew it needed to make CRM ubiquitous. It needed to replace its legacy CRM system and chose Microsoft Dynamics CRM over Salesforce.
“We chose Microsoft Dynamics CRM over Salesforce because it fit with our internal IT roadmap, including integration with our Microsoft Outlook, SharePoint Server, and SQL Server,” says Dave Keever, Principal at Crowe. “It also gave us the ability to deploy the solution in a partner-hosted data center, so we could meet the security requirements imposed by our partners in the banking industry.”
Still relatively new to the solution, Crowe now benefits from increased insight into the sales while easing reporting and marketing.
Results:
- Increase user adoption 444%
- Ease reporting
- Improve insight into sales
- Streamline marketing
- Achieve payback in 9 to 15 months
