Case Study: Eguardian
Business Issue:
In early 2010, EGUARDIAN set ambitious goals for the next five years: year-on-year organic revenue growth of 20 percent with aggressive regional expansion and an increase in technology partnerships. But to achieve these goals, the company needed to better manage sales opportunities and the tracking of sales performance as well as improve internal reporting and extend its reach in the market. “It was common for sales personnel to lose track of lead status, fail to revisit a lead when a project had matured, and convert the lead to an opportunity,” explains EGUARDIAN Sales Director Wendy Ng. “For a dynamic, rapidly growing company, all these manual processes reduced our productivity considerably.”
Requirements:
To overcome its data management challenges, EGUARDIAN identified three primary objectives for a CRM solution:
- Centralizing customer data
- Automating contract renewal processes.
- Developing consistent best practices in the sales organization
The Solution: Sugar Professional On-Demand
EGUARDIAN wanted a cost-effective, flexible CRM solution that aligned with its business goals. The company chose SugarCRM for its ability to meet all its requirements and, through Sugar’s partner directory, found gold-level partner iZeno based in Singapore. “iZeno worked with EGUARDIAN to move it from a manual operations model to a managed model where sales automation and standardization would play key roles,” notes Benny Ng, iZeno’s Director of Business Development.
Business Benefits:
- Optimized sales processes
- Centralized customer data management
- Delivered greater visibility into the sales pipeline
- Reduced time spent on quotes, contract renewals, and reports
