CRMIT Stakes Goal of 40% Year-on-Year Growth on a Modern, Cloud-Based, Customer Relationship Management Solution
 
 

CRMIT Stakes Goal of 40% Year-on-Year Growth on a Modern, Cloud-Based, Customer Relationship Management Solution

  • Oracle Customer:  CRMIT
    Location:  London, England
    Industry:  High Technology
    Employees:  200
    Annual Revenue:  Under $100 Million

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CRMIT is a leading Oracle Platinum Partner for Oracle’s cloud-based customer relationship management (CRM) solutions. The company has implemented Oracle CRM On Demand for more than 100 customers in Europe, Asia, Australia, and the United States.

CRMIT planned to expand its global business and meet aggressive expansion targets and wanted to do this without increasing its costs. After evaluating several solutions, CRMIT deployed Oracle Fusion Customer Relationship Management on Oracle Cloud to create a customer-experience-focused platform for powering growth by automating sales, marketing, contract, territory, and incentive compensation management across its global operations. Following its success, CRMIT is extending Oracle Fusion CRM to customers to empower transformation from an enterprise-centric to a client-centric business.

 
 

 
 

Challenges

A word from CRMIT

  • "Oracle Fusion Customer Relationship Management has set us up for success in our market by enabling us to easily scale to meet growing customer demands. This solution is the new global standard." –Vinod Reddy, Founder and Chief Executive Officer, CRMIT Solutions.

  • Grow business 40% in fiscal year 2012 by increasing its CRM client base in all sectors and geographies and maximizing revenue from each customer
  • Meet aggressive expansion target without a corresponding increase in sales, marketing, and customer-support costs
  • Sustain revenue growth by leveraging marketing and sales automation, real-time pipeline visibility, predictive analytics, and proactive customer-experience management to drive smarter selling
  • Align with Oracle’s product roadmap by promoting and selling Oracle Fusion CRM and supported extensions, including CRM++ that are developed by CRMIT, to end-customers and grow market share by collaborating with Oracle on joint initiatives
  • Deploy a customer relationship management solution rapidly and roll it out globally, in line with business imperatives, while avoiding the need to purchase additional hardware or invest in software support resources

Solutions

Oracle Product and Services

  • Deployed Oracle Fusion CRM on Oracle Cloud, providing sales teams, territory managers, and decision-makers with access to the customer database and up-to-date sales history from desktop computers and mobile devices
  • Benefited from advanced territory management and automated lead-qualification capabilities in Oracle Fusion CRM to allocate prospective cloud-service customers to the appropriate regions and individuals, identify missed areas, and avoid overlaps
  • Deployed Oracle Fusion CRM rapidly and rolled it out, which will help the company meet its goal of growing the business 40%, year-on-year
  • Tracked and compared cloud services and technology implementation sales in real-time, per region, solution, and account manager
  • Cut cost of managing support and maintenance contracts for customer deployments by replacing a Microsoft Outlook-based tool with the integrated contract management functionality in Oracle Fusion CRM
  • Reduced performance-to-plan gap, using predictive analytics to identify potential sales opportunities
  • Used dynamic incentive compensation functionality to adjust performance evaluation and remuneration parameters in line with changing business priorities
  • Automated daily dashboard production, customized for each user, with drill-down access to transaction-level detail via an intuitive user interface
  • Maintained high quality, accurate forecasts by continually refreshing sales and pipeline data
  • Improved performance of sales, marketing, and customer support teams with automated, exception-based customer, lead, and campaign management
  • Maximized client satisfaction using integrated customer-experience management capabilities to proactively monitor client responsiveness from initial awareness of the company’s support and maintenance services through the first purchase and throughout the entire customer relationship
  • Benefited from standards-based Oracle Fusion technology to build and integrate patented extensions, such as a secure self-service portal that provides access for authorized partners, and to personalize functionalities for specific vertical needs and individual customer requirements

Why Oracle

CRMIT evaluated Salesforce.com, Microsoft Dynamics CRM, and several open source tools, but only Oracle Fusion CRM could meet both its short- and long-term needs in a single, holistic solution suite that reaches all customer touch points.

"Oracle Fusion CRM’s modular, modern architecture can be extended to meet our current and future requirements. Further, thanks to Oracle, we can meet customer needs more easily and cost-effectively by using Oracle’s technology through its cloud services,” said Rakesh Naidu, sales director, CRMIT Solutions.

Implementation Process

CRMIT deployed on Oracle Cloud in six weeks.

"Oracle Cloud gives us a preconfigured, subscribe-and-go offering that is managed, hosted, and supported by Oracle," Naidu said. "It is 100% more affordable than an on-premise solution."