Basic, block-and-tackle account management requires that sales representatives and sales engineers have accurate information about which products and configurations a customer owns. Without detailed information at their fingertips, the sales organization has to work harder to sell additional products and services.

As sales campaigns grow increasingly sophisticated, they require segmenting and targeting based on where customers are in the product lifecycle. This requires up-to-date product information to be integrated into the CRM system, to maximize the efficiency of sales campaigns and operations.

Glassbeam puts detailed information into the hands of the sales organization, allowing the organization to maximize its efficiency – and sales results.

Challenges

• Inaccurate product and configuration data means weaker account management.

Glassbeam Benefits and Results

• Better targeting possible by each customer’s product ownership and usage.
• More effectively cross-sell and up-sell new sales opportunities, raising revenue-per-employee.