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Oracle Customer Success — Apex IT

Apex IT

Apex IT Boosts Sales-Team Productivity—Realizes 724% Return on Cloud Investment

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In looking at various customer-relationship management applications throughout the years, I believe that Oracle Sales Cloud has become the differentiator. The solution provides a mobile-enabled, sales-force-automation tool, which is critical to us. In addition, it provides social collaboration, a sales-prediction engine, incentive compensation, quota management, territory management, and the customer data hub—all baked into one tool—enabling our sales team to sell smarter and faster.

— Bryan Hinz, Vice President of Business Development, Apex IT

Founded in 1997, Apex IT has grown continuously, but its mission has stayed the same: to help public sector, corporate, and higher education clients use technology to streamline their processes and increase productivity and profitability.
 
As industry products, standards, and best practices have evolved, the systems integrator has expanded its knowledge and services. To date, the company has completed more than 1,600 engagements around the globe, helping clients with everything, from strategic guidance, to implementation, to long-term direction.
 
Challenges
  • Deploy a cutting-edge, mobile-enabled, sales-force-automation tool that promotes account collaboration and provides complete sales visibility to empower the sales team and support growth across the IT services company
  • Reduce the time sales representatives spend on lead generation, allowing them to focus their efforts on developing relationships and closing sales for IT services, including systems integration
  • Ensure the company can quickly and easily launch marketing campaigns that grow its IT consulting business
Results
  • Realized a 724% return on investment by growing year-to-year revenue, thanks to a higher level of sales productivity, increased flexibility, and valuable implementation know-how gained from the Oracle Sales Cloud deployment
  • Increased business forecasting accuracy to within 97% when predicting revenue for the next quarter for one of Apex IT’s clients—an unprecedented accomplishment—thanks to Oracle Sales Cloud’s advanced, automated tools and custom-embedded analytics
  • Ensured better focused, sales-pipeline planning—enabling sales representatives to spend less time on administration, research, and data entry and to maximize the time spent selling a wide range of IT services—from strategic planning, to implementation
  • Established a single source of customer information by consolidating account data originating from multiple sources—such as marketing-campaign responses and financial applications—for better execution of IT services marketing and sales processes
  • Used Oracle Sales Cloud Mobile—an intuitive mobile interface that Oracle Sales Cloud provides for remote access to customer information, on-the-go forecast submission, calendar, contacts, and e-mail integration—to ensure sales-force mobility, enabling representatives to spend more time in the field and less time on administrative tasks
  • Increased sales-team productivity and saved more than two hours a week per representative by automating previously manual processes for lead generation, forecasting, and territory management with Oracle Sales Cloud
  • Streamlined sales cycles using Oracle Sales Cloud to score and rank leads for quality and integrity and to pass validated leads to sales representatives, according to their industry expertise, knowledge of the client, and geographical location
  • Increased net-new clients by 46% by using Oracle Sales Cloud’s Oracle Social Network feature to provide the sales team with the tools they need to collaborate quickly and efficiently on new business proposals and contracts, for which customers say Apex is typically first to respond—ultimately improving visibility, boosting productivity by eliminating excessive e-mail traffic, and delivering a competitive edge
  • Enabled users to access Oracle Social Network from anywhere, anytime, from a variety of interaction points, including a web browser, iPhone, iPad, Android phone and tablet, as well as Microsoft Outlook—to ensure faster decision-making
  • Used Oracle Marketing Cloud (formerly Eloqua) to manage multichannel marketing campaigns—doubling the number of campaigns and communications year-over-year, over the course of two years and improving effectiveness
  • Executed a drip-marketing campaign where Apex IT introduced 40,000 prospects to a service- or product-based offering, and generated 600 new leads

 

We are a long-time Oracle customer, so we did not go through a normal package-selection process. Since we were already using on-premise applications, we did not need to have support for our infrastructure, so we chose to stay with Oracle because it offered Oracle Sales Cloud, which provided not only the flexibility that we needed to really focus on our core business, but also a lower total cost of ownership. The Oracle solution is easy to learn and use, and puts real-time information in the hands of our sales representatives to help them focus on their jobs, even in the field when on mobile devices. Having a single source of truth for information, especially since we operate in multiple countries, is very helpful. Additionally, while Oracle Sales Cloud does the typical blocking and tackling, account contact-lead opportunity forecasting, and pipeline and interaction management, the solution’s ease-of-use and its variety of user interfaces also make our sales force more up to date, all of which are a huge wins for us.

— Bryan Hinz, Vice President of Business Development, Apex IT

Execution

Because Apex IT staff already had experience implementing Oracle Sales Cloud for its clients, the company used internal resources for the deployment. It took one employee approximately five weeks to complete the implementation, which included the creation of more than 60 custom fields and migration of more than 50,000 records from the previous sales force automation application. Ten people participated in a one-hour training course to learn how to use the application. After Apex IT implemented Oracle Sales Cloud, the same employee implemented Oracle Marketing Cloud, which took about three weeks.

About Apex IT

Headquarters

 
Minneapolis, Minnesota, United States

Employees

 
50 to 100

Annual Revenue

 
Under $100 Million
Published:  Jan 28, 2015