Paper firm links mobile staff to CRM

Paper supplier Antalis has improved the efficiency of its mobile sales operation using a business intelligence system that is automatically updated with data uploaded by the company's mobile salesforce.

Paper supplier Antalis has improved the efficiency of its mobile sales operation using a business intelligence system that is automatically updated with data uploaded by the company's mobile salesforce.

Antalis, which has a turnover of more than £170m in the UK, updates the customer relationship management system daily with individual sales records held by its 260-strong mobile salesforce on their laptops. The process takes place automatically when the reps go online.

Installing the CRM system and call centre was easier than getting the salesforce to change their working habits and record all their customer meetings and update their sales histories on their laptops.

Antalis' IT director Farid Motamed said, "The tricky side of it is change management and changing the working practices of the salesforce. It took a while to get staff to record everything they did."

Antalis is using CRM applications from Vecta. It first ran the Vecta software on its own servers before becoming a beta customer for Vecta's OnDemand service. Motamed said, "The OnDemand system was slightly faster than the service running on our server here."

The mobile CRM implementation is part of a larger project to overhaul the paper company's IT systems and create a virtual call centre for telesales operations by the middle of next year.

Vote for your IT greats

Who have been the most influential people in IT in the past 40 years? The greatest organisations? The best hardware and software technologies? As part of Computer Weekly’s 40th anniversary celebrations, we are asking our readers who and what has really made a difference?

Vote now at: www.computerweekly.com/ITgreats




This was last published in July 2006

CW+

Features

Enjoy the benefits of CW+ membership, learn more and join.

Read more on Business applications

Start the conversation

Send me notifications when other members comment.

By submitting you agree to receive email from TechTarget and its partners. If you reside outside of the United States, you consent to having your personal data transferred to and processed in the United States. Privacy

Please create a username to comment.

-ADS BY GOOGLE

SearchCIO

SearchSecurity

SearchNetworking

SearchDataCenter

SearchDataManagement

Close