Client: NEC

NEC Corporation of America delivers technology and professional services for networking, IT, and identity management. NEC serves carrier, SMB and large enterprise clients across multiple vertical industries via direct and indirect sales channels.

Challenge

NEC’s ITPG division was searching for a solution to track all marketing and sales efforts and roll up data across all business units: VPCC, ASPG, Servers, Software to standardize performance reporting and extract key metrics. ITPG has a large direct and indirect sales channel and tracking key partner performance coupled with direct sales performance was challenging. NEC issued an RFP to select the right consulting partner with both enterprise Salesforce.com implementation experience and business process expertise. Key requirements for NEC included: improving visibility into direct/ indirect sales and marketing across business units, consolidating multiple Salesforce.com instances, standardizing data formats, improving performance metrics measurement, and alleviating internal bandwidth constraints, and sharing best practice knowledge.

Goals
  • Find an experienced consulting partner to consolidate multiple Salesforce.com instances and implement a master instance leveraging best practices
  • Extend channel partner portal to include deal registration and opportunity management
  • Create a unified view across multiple IT business units
  • Create a consolidated pipeline view across multiple business units
  • Improve campaign management and key ROI metrics
  • Provide Executive Management with a single Dashboard view of key metrics
Results
  • Conducted a comprehensive business process review to optimize and streamline system design for improved reporting, standardized data and visibility
  • Merged three Salesforce.com instances creating a master instance accommodating four business units
  • Improved sales pipeline reporting and visibility, providing management a single consolidated “one click” view
  • Consolidated marketing ROI reporting and metrics across multi-channel campaigns