Case Study: Graybar achieves optimized prospecting, improved engagement and doubled CRM adoption with InsideView

Optimized Prospecting, Improved Engagement, Increased Adoption

Graybar is a Fortune 500, employee-owned distributor of electrical, communications, data networking and security products with more than 250 locations across North America, ~7,600 employees and $5.7B in annual revenue. The company sought to boost the effectiveness and productivity of its Business Development team and increase CRM adoption across the organization.

Graybar implemented InsideView for Sales (Enterprise) alongside SAP CRM (on-prem) and SAP Cloud for Customer to provide real-time business insights, speed up pre-call research and support relationship-building. Since deploying InsideView in 2011, Graybar has more than doubled seats and reported more effective prospecting, higher engagement, deeper account and contact understanding, easier usage, and a 2x–4x increase in CRM adoption within the first year.

Graybar

Kurt Metting

Branch Manager