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Enterprise IT, News - Written by Renai LeMay on Friday, June 1, 2012 15:31 - 3 Comments
Microsoft beats SF.com to another CRM deal
news Microsoft announced this week that its Dynamics CRM solution had beaten rival platform Salesforce.com to another Australian deal for CRM delivered through a web browser, with the company picking up work at local conferencing services provider Redback Conferencing.
Redback is a company headquartered in Sydney which delivered teleconferencing, web conferencing, videoconferencing and webcasting solutions to Australian companies. The company lists organisations such as the College of Law and the Royal College of Pathologists on its website as customers. In a statement published this week, Microsoft said that the company had grown by a rate of 1,400 percent over the past three years and was forecasting to hire an additional 30 to 40 people over the next two years, as its business continues to grow.
Previously, Redback’s sales team had been using Microsoft’s Outlook platform to track their prospects and clients. “However, this system became problematic as each department had different records of calls and requests from the same clients,” Microsoft’s statement said. “With no central repository for information it was impossible to share information or actions across the business and no actual customer relationship process existed.”
Redback Conferencing marketing manager Sara Gonzalez added: “We realised that we were creating all these campaigns and generating leads but had to track this manually in spreadsheets. This process became time consuming with information getting lost and becoming less of a priority which resulted in the company not being able to measure the return on investment.” Because of this, the company started looking for a CRM platform to centralise its data, eventually looking in detail at Microsoft’s Dynamics CRM Online and Salesforce.com. Eventually it settled on the Microsoft option, with implementation assistance from partner Markinson.
Redback said: “We chose Microsoft Dynamics CRM Online for the Outlook integration, familiarity and ability to customise the platform – it does everything we need and we know that the system will grow with us. We did review Salesforce.com but we didn’t see the need for all the additional services. In the end, it was our comfort in Microsoft, familiarity with Outlook and the value Markinson brought that led us to choose Microsoft Dynamics CRM Online.”
Now, whenever Redback runs a marketing campaign, usually generating between 50 and 150 leads, the leads are submitted into the new CR platform, which automatically deletes duplicates and generates a customised lead form. This is then fed into the sales process. Ian Whiting, CEO, Markinson, said: “The beauty of Microsoft Dynamics CRM Online is that, without the need for an infrastructure build, Markinson was able to quickly deploy a relationship management solution that has the capability to grow and change with the Redback Conferencing business.”
Another productivity benefit, according to the company, is the customisable dashboards allowing sales reps to measure sales leads and track and compile information for existing and potential new customers. “We’ve grown quickly and the Dynamics CRM system does all the tracking and measuring for us,” said Gonzalez.
Salesforce.com does not currently appears to be having a great time in Australia. I am now receiving a regular stream of notifications from Microsoft telling me that the company’s Dynamics CRM platform is beating Salesforce.com to customer after customer. And it’s not just Microsoft. We’ve also seen a slew of major Australian companies signing up to Oracle’s cloud CRM package, and even Australian vendor Technology One is signing up Australian customers for its own CRM software.
Meanwhile, I’ve heard next to nothing from Salesforce.com about Australian customers over the past year. I don’t know whether it’s just that Microsoft and the other vendors are communicating their wins better, or whether the truth is that its rivals really are handing Salesforce.com its ass right now locally. The company’s Cloudforce conference is coming up in Australia in several weeks. Perhaps we’ll find out more then.
Latest Delimiter 2.0 articles (subscriber content)
|It’s hard to imagine how things could have gone worse for Malcolm Turnbull in his first three months as Communications Minister. With the public rapidly turning on the Earl of Wentworth over his horribly unpopular new NBN policy, a growing perception that he’s stacking NBN Co with partisan staff and a lack of transparency verging on the hypocritical, it’s hard to find positives for the Earl of Wentworth from his initial period in office. Turnbull is truly fumbling the catch on both political and functional levels.|
|Politicians from Australia’s major parties need to stop issuing ludicrous blanket pardons for the intelligence community’s ongoing misdemeanours and start applying a basic modicum of transparency and accountability to this important national security function.|
|The independent pro-fibre National Broadband Network movement is doing a far better job of promoting Labor’s Fibre to the Premises-based NBN policy than Labor itself. When is Labor going to wake from its slumber and start supporting this scrappy but energetic grassroots network of activists?|
|Ziggy Switkowski's first substantial public appearance since being appointed NBN Co chief executive has starkly demonstrated just how different he is from his predecessor, Mike Quigley, and just how strictly he will adhere to the guidelines which his patron, Communications Minister Malcolm Turnbull, has set for him.|
|Australian technology companies have been virtually absent from the the nation’s public stockmarket over the past decade as the stigma of the dot com bust took its toll on investor confidence. But a clutch of new listings planned for the closing months of 2013 shows renewed interest in the sector and that local entrepreneurs are smelling money in the air once again.|
|NBN Co’s Strategic Review process gives the company an unmissable opportunity to re-evaluate the early decision to deploy its FTTP network primarily through Telstra’s underground ducts. The company and its new Coalition masters must now seriously consider deploying more fibre aerially on power poles in an effort to speed up its rollout substantially.|
|That moment which many Australian technologists fervently hoped for but never expected to see has come to pass: Simon Hackett has been appointed to the board of the National Broadband Network Company. But what questions should the Internode founder be asking NBN Co’s executive management team? Here’s five ideas to start with.|
Enterprise IT, News - Dec 13, 2013 17:36 - 0 Comments
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Blog, Telecommunications - Dec 13, 2013 13:32 - 17 Comments
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Blog, Industry, Startups - Dec 10, 2013 10:19 - 0 Comments
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Digital Rights, News - Dec 12, 2013 16:17 - 5 Comments
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