JDSU. Increased Sales Productivity.
Increased sales productivity
and CRM adoption during a
time of product transition
Personalized and dynamic
customer prep in one place
Measurable sales productivity and
strong customer relationships
JDSU is the leading global provider of network and service enablement solutions. Serving the world’s largest communications equipment manufacturers and service providers, JDSU provides unparalleled visibility and control to manage the soaring growth in traffic, devices and applications. With many products to solve different networking challenges, JDSU is able to integrate end-to-end network communications solutions. In the face of a rapidly changing market, JDSU is evolving along with the network, leveraging its large installed base of communications test instruments to deliver a mix of software and hardware that keeps pace with customer mobility trends.
To support these changes JDSU recognized a new set of needs for their global sales organization:
JDSU’s previous customer relationship management (CRM) ROI was not ideal due to poor usability. The challenge now was to make a combined CRM and customer intelligence solution easy to use, available anywhere/anytime and customizable for every salesperson.
FirstRain was selected as the first solution to be integrated into JDSU’s new CRM solution, salesforce.com, to provide the customer intelligence that is now mission-critical to JDSU sales productivity. JDSU teamed with FirstRain on the implementation to leverage FirstRain’s extensive Salesforce.com integration experience. The ease of implementation, combined with excellent support and training from FirstRain, meant that the global JDSU sales team could be operational within a few weeks of implementing salesforce.com—an important goal in increasing the adoption rate of the combined solution by the global sales team and their CRM ROI.
“FirstRain is making our sales force more proficient, efficient and professional as they face their end customer.”
Network and Service Enablement
FirstRain now enables JDSU’s sales, marketing and management teams to easily access relevant business insights and analytics in a timely manner as they target even more end-to-end solutions for their customers. FirstRain analytics helps JDSU find new sales opportunities by continually monitoring for opportunity indicators (like network disruptions and investment initiatives) and delivering this intelligence daily in a very personalized way for each user based on their role. The main benefits of FirstRain for JDSU are: