Case Study: Toshiba achieves faster sales cycles and stronger channel engagement with Jive Software

Thinking Differently In a Flat Market and Down Economy to Strengthen Sales Channels

Toshiba America Business Solutions faced a saturated market and an economic downturn that forced staff and budget cuts while still needing to grow revenue and support its dealer and subsidiary sales channels. Traditional communication tools—email, voicemail and intranets—were too slow and static to promote new value-added services and share institutional knowledge across independent dealers, distributors and subsidiaries.

TABS launched Toshiba eXCHANGE on Jive’s hosted Social Business Software in 30 days, creating an online community and private groups where dealers could ask questions, share best practices and access experts. The platform sped up product and program dissemination, shortened sales cycles, raised channel satisfaction and let TABS support more dealers with fewer resources—rapid adoption included nearly 1,900 users across 124 communities and hundreds of discussion threads, documents and videos within three months.

Toshiba

Terry Kristiansen

Head