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To fully standardize its sales processes and improve the rigor of sales reporting, Panduit - a leading manufacturer of comprehensive physical infrastructure solutions based on the Unified Physical Infrastructure? approach - needed a new customer relationship management system. Panduit experienced challenges with its two previous customer relationship management deployments. In each case, adoption was low, which complicated lead tracking, limited opportunities for coordinated selling, and blunted the effectiveness of performance evaluation. Panduit searched for a customer relationship management system that was easy to use and cost-effective to deploy and extend. After implementing Microsoft Dynamics CRM in only 60 days, Panduit has increased its sales force productivity by 15 - 20 percent and expects payback on its investment in 8 - 10 months.
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