Managed Sales Force Communications


A large technology company needed an efficient method to manage on-going communications with the sales force, coordinate system access and manage training. Subsequently, a new Customer Relationship Management solution was being introduced to a sales force of over 3500. However, the company did not have the internal resources to implement the solution in the desired timeframe.


Engaged less than 90 days prior to the end of a large system deployment effort, ADC was challenged to rapidly define requirements, create and deploy a solution that met the client's corporate web communication and technical standards that was maintainable by non-IT sales admin personnel.


After gaining a thorough understanding of the client's regulations governing corporate intranet content, ADC developed a data management tool and a portal mechanism that allowed sales support staff to maintain content presented to the sales force via a web-based portal. The publication tool enforced the client's intranet publishing standards and allowed non-technical staff to publish content directly to the corporate intranet without having HTML or programming skills or burdening the corporate IT group. The application supported centrally managed communication of sales initiatives, company news, policies and procedures, managed requests for system access and coordinated registration for CRM system training.


The amount of time, effort, and resources needed to communicate with sales force was dramatically reduced. Non-technical corporate communications personnel were able to concentrate on managing content of sales force communications and not on the administrative and technical aspects of communicating with over 3500 system users. Resources were freed from manual system access management tasks to perform intended business functions.