The client was a leading reseller of computer products  to businesses, governments, educational institutions, and consumers. The company offers a broad selection of more than 130,000 brand name products at competitive prices.

Although the client had established a large and loyal customer base, an internal analysis of the firm’s sales performance revealed that its 500-person telesales team was generating approximately 50% of the revenue achieved by its competitors.

It would take a telesales rep more than twice the time to complete a phone sale as it would take a competitive rep selling the same product to the same type of customer.

By employing a detailed discovery and gap analysis, we uncovered disparate applications — IBM AS/400, MS Sequel Server 2000 and J.D. Edwards  — that were not integrated and required multiple logons that complicated and slowed down the sales process, often to the dismay of the customer.

Working closely with the client, our team put together a customized sales automation system that integrated the back-end applications into an easy-to-use interface with a single log-on and real-time transaction processing built around the Microsoft .NET framework.