E-Commerce

HVAC Firm Empowers Outside Sales Team With Easy-to-Use Lead Management System

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Executive Summary

Unico manufactures and sells small-duct, high-velocity heating, ventilation, and air-conditioning equipment. The company used Salesforce.com to track sales leads that it sent to its manufacturer's representatives. Because Unico's sales process involves several different companies, Unico lacked visibility into how and where sales representatives were selling its products. With help from Microsoft Gold Certified Partner Quilogy, Unico deployed Microsoft Dynamics CRM Online and integrated it with several of its business processes. Sales representatives have increased their usage of the new solution by 30 to 45 percent, giving the company a more complete view of its sales processes with more accurate, up-to-date information from sales representatives, distributors, contractors, and customers. Because of this, Unico can save money and target its marketing efforts more effectively.

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