Before the Call Partners with Salesforce to Provide CRM Enhancements Through myMarketSpace

By Susan J. Campbell

TMCnet Contributing Editor

 

A partnership has been formed between Before the Call, an on-demand prospect development management company, and salesforce.com, a provider of on-demand services. The two have announced the availability of Before the Call’s myMarketSpace on the salesforce.com AppExchange.



Every company that utilizes a CRM system does so in order to better manage its processes throughout the organization, deliver what the customers want, and, in effect, drive revenues.

Another element of CRM is the information stored within company applications that enables departments, specifically sales and marketing, to be better informed about current and prospective customers. The challenge with this information is keeping it current and clean.


Enter myMarketSpace and its ability to enable companies to store and keep up with the most current information within their CRM systems. Companies will be able to define their total target market and execute on penetration strategies by providing a simple approach to market analytics, all within salesforce.com. Another benefit: the application can be up and running within minutes.

According to analyst Barry Trailer of CSO Insights, myMarketSpace provides those selling to public companies an integrated way to understand and attack the market. It is a tool for sales and marketing to analyze their performance and market potential in detail - and to execute intelligent strategies for reaching their target customers.

Anyone in sales is quick to turn a deaf ear to any solution that requires them to do more work with very little results. If it is not quick and does not help to drive sales, it is a waste of time. Before the Call understands this and presents the myMarketSpace application as simple and providing better quality and clean data that sales professionals can use to better penetrate potential accounts.

Keenan & Associates, the largest privately held insurance brokerage and consulting firm in California and the 18th largest in the US, has successfully identified and executed a targeted selling campaign completely within Salesforce using myMarketSpace.

John Scatterday commented on the process that took merely minutes to execute by highlighting that myMarketSpace has exponentially improved the company’s sales reps’ productivity and effectiveness in targeting and selling to accounts. Doing research on their own would have taken hours and cost thousands of dollars.

Before the Call’s CEO, Tim Ramos, said the company’s customers will continue to be the leading force of Before the Call’s innovation. The initial release of Before the Call provided unprecedented seamless access to market intelligence within salescorce.com and now the company has delivered the first on-demand application that combines market analysis and sales execution.

The software offers the following features:

--Stores information as a separate tab within salesforce.com, enabling customers to own the data and consolidate it to one location.

--Applies market analytics to show users what opportunities are being pursued in their accounts, what they have available to pursue within the myMarketSpace database, and what market opportunities exist that are not yet part of their SFA application.

--End-users can search and navigate the data as it is fully categorized by industry segments, geography, area code and other fields.

--A virtual briefcase comes as part of the application so that users can quickly assemble prospects for campaigns and territory planning.

Through myMarketSpace, Before the Call is responding to the demand that every organization is creating by providing clean and quality data that provides sales professionals with more information than they could acquire on their own at a significant fraction of the time and cost.

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Susan J. Campbell is a contributing editor for TMC and has also written for eastbiz.com. To see more of her articles, please visit Susan J. Campbell’s columnist page.