Client: SuccessFactors

San Mateo-based SuccessFactors brings meritocracy to the workplace by ensuring that promotion and pay are based on performance and not politics. The company’s Business Execution Software solutions are developed to bring Business Alignment and People Performance to organizations of any size and category. With more than 5.4 million users, SuccessFactors has the largest and most sophisticated SaaS platform in the world.

Echo Lane met the tightest deadline SuccessFactors Marketing has ever faced. Their responsiveness and desire to go the extra mile to get our CRM data migration and integration in place went far beyond what we’ve experienced with other vendors or consultants. They’re highly conscientious.

Reet Mand
Manager, Email Marketing
SuccessFactors

Challenge

SuccessFactors’ Marketing Group needed to move important lead-generation data from Oracle and Eloqua into Salesforce.com as well as reconfigure its lead-generation scoring. The work would involve data migration and bi-directional integration between Eloqua and Salesforce.com would be required on an ongoing basis.

The company sought an established CRM solutions provider to step in and deliver a fast-track data infrastructure solution; one that would allow SuccessFactors’ marketing efforts to continue without disruption and would quickly resolve any “broken pieces left over” following such a large-scale migration.

Time was of the essence. It was mid-May 2009 and the new CRM system needed to be fully functional and in use by June 1, 2009. As Reet Mand, Senior Marketing Manager of Email Marketing at SuccessFactors, puts it, “The stakes were high. There wasn’t a lot of room for error. We had to have the new system up and running, so we needed the best Salesforce.com specialists we could find.”

Solution

SuccessFactors chose Salesforce.com and Eloqua certified consultants Echo Lane, based on the recommendation of Salesforce.com. Echo Lane has developed a reputation for delivering large-scale CRM-related data migrations to Salesforce.com with little to no disruption to the customer’s processes and work activities. With little time remaining before the deadline, Echo Lane stepped-in and migrated records from Oracle and Eloqua, tested processes and remedied any last-minute issues. In addition, Echo Lane used BigMachines, a specialist in bridging ERP and CRM systems, to re-factor SuccessFactors’ lead-generation scoring and other work processes.

Reet Mand, Senior Marketing Manager of Email Marketing at SuccessFactors, is impressed with Echo Lane: “They provided a smooth transition and even worked through the Memorial Day weekend to ensure the Saleforce launch went off without a problem. I’ve found that most vendors or consultants don’t work on weekends or charge an exorbitant amount if they do. Echo Lane is the exception.”

Besides the migration and integration success, SuccessFactors further benefited from the experience and knowledge of Echo Lane’s team. Mand says, “They brought a lot of added value to the project. For instance, our primary consultant’s knowledge of Oracle allowed for new improvement in the transfer of Oracle data. In fact, I was ‘blown away’ by Echo Lane’s knowledge of Oracle.”

Results

Echo Lane Principal Founder Alana Kaselitz stresses, “Echo Lane has the ability to fast-track data migrations and integrations due to our years of experience with both salesforce.com, Eloqua, and ERP applications. In SuccessFactors’ case, the company’s marketing team was under the gun to implement Salesforce.com in concert with Eloqua and we were committed to help them and ensure their success no matter the challenges.”