Case Studies : Implementation Saves PK Companies 90 Man Hours Per Week
Pipeliner CRM announced a new case study with PK Companies, a group of companies providing equipment and technology solutions to the oil and gas industry. Pipeliner CRM is used to facilitate coordination of sales force data - consistently and with transparency.
Larry Nichols, PK Companies Marketing Manager, investigated 20 different CRM products. Pipeliner CRM piqued his interest. "I’d say the key was the dynamic interface on the pipeline view, that overall view where you have to physically move things through the sales steps and the procedural process to get to the end." Nichols continued, "That interactivity, dynamism, that special data field, the weighted target views - those are kickers."
Nichols gave the other CRM products a fair shake - but none of them were a total solution for him. "The other 19 CRM applications that I saw - some of them fit and some of them didn’t. Pipeliner CRM was one I could push and pull to actually use as one pipeline and put all three of the companies in there. That was important to me because more than three-quarters of our sales staff actually sell for all three companies. So I didn’t want to manage three different pipelines, one for each company."
The rollout for Pipeliner CRM took about a week and a half, as compared with the multiple weeks or even months required for other CRM solutions. One very substantial benefit that Pipeliner CRM has brought to PK is an enormous time savings during the weekly sales meetings.
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Nichols explained, "It used to be that on Friday we would sit in three sales meetings for three different companies, reviewing the previous week. It would be an all-day event. Now we have everything updated on Thursday, and everybody has full vision because it’s completely transparent. When we step into a meeting on Friday, it’s three 45-minute sessions (one for each company). You multiply 6 hours a day times 15 people, and that is an incredible saving."
The biggest overall change that Pipeliner CRM has brought to PK companies is consistency in communication. Nichols explains: "Pipeliner CRM has become like a virtual assistant to my teams, and it’s really helped simplify their processes. The great savings is that their time is being utilized for the task at hand, versus having to hand-manage all the paperwork - Pipeliner CRM has eliminated the laborious task of remembering what they did and what they’re supposed to be doing next. It’s right there in front of them."
Pipeliner CRM is a truly disruptive technology that turns traditional CRM on its head and takes a sales-centric approach with a target-oriented, visual solution that empowers salespeople. Pipeliner CRM aims to provide a worktool that becomes a way of life - one that salespeople adopt and trust. Pipeliner CRM is organizing customers’ workflows in ways that demonstrate an innate feel for what salespeople actually want and need.
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About Pipeliner CRM:
Pipeliner CRM is a software system that enables salespeople and teams to understand their sales process and accelerate opportunities toward a close, while saving time and maintaining focus. Pipeliner CRM overlays organizational features atop a visual interface, creating a worktool that adapts to and grows with the organization. Headquartered in Los Angeles, California and Vienna, Austria, Pipeliner CRM has offices in the UK, Sweden, Slovakia, and India.
About PK Companies:
PK Companies is the parent company of three individual companies: PK Industrial, PK Safety and PK Technology. The parent company is formally referred to as PK-STI—each of the last 3 letters standing for Safety, Technology and Industrial. The companies offer solutions to the oil and gas industry. PK Industrial deals with application of fireproofing and corrosion-protection coatings to equipment and structural elements within refineries. Coatings can be applied within the company’s multiple in-shop facilities, or on-site throughout the country and abroad.
Published: Thursday, February 19, 2015
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