Salesforce Case Study for Membership Management – CIPS

cips

Background

The Chartered Institute of Purchasing & Supply (CIPS) is the world’s largest procurement and supply professional organisation. It is the worldwide centre of excellence on purchasing and supply management issues. CIPS has a global community of over 94,000 in 150 different countries, including senior business people, high-ranking civil servants and leading academics. The activities of purchasing and supply chain professionals have a major impact on the profitability and efficiency of all types of organisation and CIPS offers corporate solutions packages to improve business profitability.

www.cips.org

Challenge

CIPS operates in corporate markets and sells tailored procurement training, personal and organisational development solutions to public, private and third sector organisations.
Previously, there was no integrated CRM solution in place at CIPS and they were reliant on a bespoke system made up of various databases which made reporting and monthly forecasting more challenging.
With continuing sales success at CIPS leading to significant increases in number of clients and opportunities, it was clear that the team urgently required an integrated, flexible CRM solution that would provide a single view of the sales process right across its international regions.
Led by John Pickford, Business Development Co-ordinator, the team approached Salesforce and were swiftly referred to Admiral Technology as proven Salesforce Consultants with extensive implementation experience.

Solution

From the initial enquiry, Admiral appointed a senior CRM consultant to scope out requirements.
John Pickford comments:
“Right from the initial contact we felt Admiral genuinely wanted to go the extra mile to understand our CRM requirements and delivery. Our consultant guided us through a very smooth and efficient scoping phase which identified our range of complex needs”.
From the initial requirement Admiral drew up a draft specification that recommended CIPS use the following functionality in Salesforce:
  • Leads – qualifying and monitoring new business enquiries and options
  • Chatter – informal instant messaging for knowledge sharing and collaboration between staff and regions
  • Reports and Dashboards – instantly call up specific data and insight
  • Forecasting – custom real-time view of global/regional forecasts
  • Opportunities & Quotes – complex revenue scheduling, multi-currency pricebooks, multi office categorisation of quotes.
John continues:
“There was continual dialogue with Admiral throughout the whole implementation phase with thorough testing and refinement to reach the final version.
“Admiral was very flexible with our training needs, with face to face sessions in the UK and additional recorded webinars; they even arranged a webinar at 5am UK time to accommodate our Australia office”
“We were very impressed with the timescales for completion and had Admiral’s RapidStart solution up and running after just 8 days consultation and 1 day’s training.”

Benefits and Results

Salesforce Cloud 2 now provides CIPS with a single view of sales activity across its international regions.
The corporate team can now synchronise the whole sales management process from monitoring leads to scheduling revenue on closed deals.
Key benefits:
  • Clear view of regional and global pipeline and sales forecasting
  • Comprehensive global and local management reporting
  • Visibility and management of up-sell and cross-sell opportunities and cross region selling
  • Sales people have more time to sell as a result of more efficient administration
  • Instant knowledge sharing and collaboration across the organisation
John concludes:
“Salesforce solves the problems that were slowing down our sales function previously. It provides us with a single source of insight and support helping our sales people to meet and exceed their objectives.”
“Salesforce Chatter alone provides us with a great way of instantly sharing knowledge around the organisation – these snippets can be invaluable to prospective deals.”
“From start to finish Admiral Technology were highly responsive and attentive to our needs. Their recommended CRM solution has improved significantly the efficiency and productivity of our international sales function”
CIPS is using the Professional Edition of Salesforce.com Sales Cloud 2 with 23 users across its international office network.