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VICINITY FOR SALES GROWTH

 

ORGANIZATION

The following case study will look at how one organization experienced incremental growth by using Vicinity to better plan their time around targeting prospective accounts.

  • US Field Based Sales Team consisting of 65 Sales Representatives
  • Annual Revenue of $80M

CHALLENGE

With a field based sales organization, management was continuously looking for time saving solutions that would provide value to the sales team. One key element that they honed in on was a better way to effectively engage their existing customer and prospect database in Salesforce. They believed that better planning customer and prospect visits, coupled with more time in territory would yield results.

SOLUTION

The organization purchased Vicinity for all 65 Sales Representatives at $120/year/user. Their initial cost was 65 Users x $120/User = $7,800 Total Investment


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RESULTS

Assume that we can only attribute one additional deal for half of the Sales Organization while using Vicinity, this still provided the organization with approximately 32 new sales deals at an average of $12,000 each. The return on investment was calculated at a net gain of $390,000 with a 15% profit margin, less the cost of Vicinity Licenses the total increase to the Bottom Line Revenue was $50,700 in the first year.

SUMMARY

In analyzing these results, the organization reviewed several other key factors and were able to also realize an increase in user adoption and an increase in overall data quality within Salesforce. However, the main results were clearly recognized in the sales growth, which was attributed to using Vicinity.

KEY COMPONENTS

SOFTWARE

SALESFORCE

VICINITY

Download the Case Study PDF here