GlobalConnect A/S provides unmatched value added services and solutions based on its own thick fibre net.Acting as a A key enabler of strategic advantage for customers, GlobalConnect provides effective, seamless and guaranteed communication high speed transmission, covering operation and maintenance with 24 hours technical support.
GlobalConnect is experiencing dramatic growth, resulting from a targeted sales-effort. But one of the greatest challenges in executing the growth strategy has been to scale the sales organization. GlobalConnect has to double its number of employees twice a year while having to work on brand new customer segments and markets. But to be able to compete with the ex-monopolies that has been dominating the industry, GlobalConnect has been forced to create a super-efficient sales organization. Since GlobalConnect had to build and develop the sales organization at the same time, the need for a CRM system to support the effort was obvious.
GlobalConnect evaluated a series of CRM-solutions. They were all characterized by extensive implementation projects and numerous adaptations. Only very late in the evaluation phase did GlobalConnect become aware of ChannelCRM.
From that point an onward the process went very fast. In less than eight days, the sales- and marketing functions of GlobalConnect was convinced that not only did ChannelCRM cover all of the requirements but actually it would be possible to solve all requirements without any expensive adaptation projects.
VP of Marketing in GlobalConnect Jorn Grankvist: ”I have witnessed many attempts to implement CRM systems and in my experience you should always choose the system that the salespeople prefers” and continues; “We chose ChannelCRM because we had a need to empower our salespeople so they are able to act with assertiveness based on informed decisions. Also we knew that we would be faced with the need to continuously improve our sales process. With ChannelCRM we avoided the tyranny of behavioral control so often experienced in CRM implementations. Instead we have seen that ChannelCRM stimulates exactly the kind of creativity and customer focus that our sales people must posses to deliver the extraordinary!”
ChannelCRM is used intensively both with large accounts and in partner sales. “we are just very happy with the system, it is as simple as that.” Says Jorn Grankvist. “Especially new employees benefits from the clarity and structure that the system provides. Al customer dialogue is journalized and organized and easy to find for everyone. This make the introduction of new employees much more effective.”
“Our CRM investment is a positive experience on a continuous basis, not just for the individual sales representative but increasingly for everyone with a customer facing function. Yes ChannelCRM is going to play a major role in our continued growth and development” Jorn Grankvist ends.