Case Study: Imation

Solution: Salesforce Sales Cloud

Imation Corp is the world’s leading removable data storage company and the only company with products in all four data storage categories – magnetic, optical, flash and removable hard disk storage. After acquiring several other companies along with their own brands they experienced challenges to their internal business processes.

Imation had hundreds of dealers who registered for pricing programs. Sales people often had no way of knowing what programs dealers were participating in because the Oracle database was hard to access and not intuitive. Confusion was rampant and relationships with dealers suffered. Demand Chain assessed the problem and determined the issue was with the Oracle database and was able to create a roadmap for integrating Salesforce with Oracle so reps could access the pricing program data within Salesforce.

According to Imation, Demand Chain consultants have the technical skills and business process knowledge to solve almost any CRM challenge. In this case, they used their knowledge of “KnowledgeSync” and SQL to bridge the sometimes considerable gap between Oracle and Salesforce. Imation’s business model was a work in progress, as the company continued to acquire new companies and merge internal business processes. Demand Chain helped the company use Salesforce to step up to many of their challenges.

“Demand Chain consultants know programs like Salesforce better than almost anyone. When we needed to solve yet another business challenge, we rely on their understanding of Salesforce to help plan our strategy for implementation, and to understand what the roadmap to completing the integration with Salesforce will look like. They’ve become a trusted partner in our use of technology to support our sales organization,” said Tracy Peloquin, (former eBusiness Manager) Imation Corp.

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