Case Study: Sofos Energia

Sofos Energia Increases Sales Productivity By 30 Percent With SugarCRM

Business Challenges

The market for renewable energy products and services is growing in Spain and abroad. Nevertheless, the sales cycle is long—approximately two years—and Sofos, a successful and growing company in the market, needed to a solution to manage the cycle for its sales staff across Spain, South America and the Caribbean.

Requirements

  • Enable collaboration
  • Eliminate reliance on Excel spreadsheets
  • Coordinate sales management and improve performance
  • Scale and accommodate specific business demands

The Solution: Sugar Professional

Sofos considered a variety of solutions prior to Sugar but none exactly met its needs. When Sugar was suggested by the company’s IT department, a demo easily convinced executives that Sugar was a good fit. Sofos worked with ICE Consultants, a Sugar Silver Partner, to implement Sugar on site in just four months.

Business Benefits

  • Streamlined a complex, two-year sales cycle—reducing the number of stages from 30 to just 14
  • Improved opportunity management and increased pipeline visibility
  • Provided real-time overview of opportunities and sales quotes

Results

  • Increased sales team productivity by 30 percent
  • Improved closed-won opportunities by six percent in six months
  • Reduced monthly reporting time from three days to only 60 minutes

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