InnerWireless

The challenge

Founded in 1998, InnerWireless is the leading provider of comprehensive in-building wireless distribution systems, as well as wireless tracking and location solutions.

To help its sales force maintain its competitive edge, the company required an automated proposal solution that would speed the customer quoting process while reducing errors and minimizing the time salespeople spent handling administrative details.

To work effectively, the proposal solution must seamlessly integrate with InnerWireless’ existing CRM solution, Salesforce.com.

The solution

Square Seven created a customized proposal automation solution that fully leverages InnerWireless’ investment in Salesforce.com. The company’s salespeople can now initiate their sales process in Salesforce.com, but with a click of button bring client information into the new Square Seven proposal center for proposal creation.

To maximize customer data integration, the system includes extensive data entry points that flow from SalesForce.com to a pricing model to the final proposal. Each proposal’s pricing section is driven by spreadsheets that automatically populate with cost data and formatting.

For certain proposal types, a brief survey/data collection page allows users to easily indicate product type and parameters regarding installation site and configuration. These responses further drive customized calculations in the pricing spreadsheets.

The proposal center also includes multiple interfaces, including a scaled-down view for sales agents and a full administrative view for power users.

The results

The new site from Square Seven provides InnerWireless with: 

• Improved sales force productivity
• Reduced sales downtime and administrative overhead
• Complete integration with Salesforce.com
• Improved sales cycle management and close ratio

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