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Guided selling process live in 10 weeks

Interxion

Interxion is a leading pan-European provider of co-location and associated managed services. It enables more than 1,200 companies to securely house, connect, monitor and maintain mission-critical IT equipment in 11 countries.

CloudSense selected to implement Salesforce and its next generation Quote-to-Cash software

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    Background

    Interxion is a leading pan-European provider of co-location and associated managed services. It enables more than 1,200 companies to securely house, connect, monitor and maintain mission-critical IT equipment in 11 countries.

     

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    Challenge

    Following a period of rapid growth and to support further expansion, Interxion needed to define and implement a consistent sales process and consider options to replace its legacy sales system. The overall objective was to increase sales effectiveness and productivity.

     

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    Solution

    Based on strong references, industry expertise and cloud computing excellence, Interxion selected CloudSense to evaluate and recommend a strategy for rapid sales process change.

    Through discussions across key Interxion stakeholders, CloudSense reviewed the Interxion sales process, identified future business requirements and documented: Existing Sales Processes, Risk and Weaknesses and Future Sales Process.

    Having helped Interxion define its future sales process, CloudSense also evaluated and recommended Salesforce to support its adoption.

    “This initial fact-finding review was critical to understanding the challenges we faced and the benefits that the proposed improvements would realize” commented Clinton Hasell, VP, Sales Operations. “It also enabled us to quickly progress the internal approvals providing a clear vision that everyone understood and could buy into.”

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    Results

    Interxion then selected CloudSense as the systems integrator to implement Salesforce. CloudSense offered an extensive pool of Salesforce consultants as well as a best fit, next generation Quote-to-Cash software capability that complements Salesforce CRM.

    The approach to delivery was a series of agile sprints that captured the full business requirement and then rapidly respond to the needs of the business through structured iterations and playback sessions.

    Clinton said afterwards “An essential part of the project’s success was that CloudSense remained close to the business, listened to its feedback on the solution and quickly refined their deliverables to meet the business need.”

    “The CloudSense platform is an integral part of the solution, it ensures that a guided selling process is enabled for even the most complex products.”

    In just 10 weeks, Interxion was able to go live with a revised sales process supported by Salesforce and the CloudSense Telecoms Platform. The solution was on time, on budget and in line with the original agreed scope. The business now has a clear and tight control over all of its sales process and a flexible solution to deliver further benefits in the future.

    Clinton concludes “With CloudSense I got the full package – an advisory service to provide insight for coherent change, a delivery capability to execute and a product set that significantly enhanced sales efficiency, improves sales governance and has the flexibility to meet future business expansion.”

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“The CloudSense platform is an integral part of the solution, it ensures that a guided selling process is enabled for even the most complex products.”

Clinton Hasell, VP, Sales Operations