The client was facing a major integration problem with the existing Salesforce CRM system. Especially, many severe issues popped-up while importing sensitive data and managing complex sales pipeline matrices. As the organization was into the business of value-added reselling (VAR) with a large number of 2,000 global employees; advanced systems with smarter algorithms were needed.
This lack of sales pipeline visibility also created huge uncertainty in their forecasting process at the end of each month. Most sales representatives and managers worldwide were using Excel spreadsheets to keep track of their opportunities and to submit their monthly required forecasts. Unfortunately, these tracking worksheets were individually developed, with minimal standardization; hence there was no easy way to roll-up the opportunities into the multiple levels of the organization.