Case Study: Time Warner Cable achieves faster close rates and mobile field-sales efficiency with Salesforce

Going mobile opens doors for field sales

Time Warner Cable, a major provider of video, Internet, home and phone services operating across 29 states, faces intense competition and a complex, door-to-door field sales operation of thousands of reps. The company needed faster close rates, reliable field data and better ways to manage approvals, contracts and apartment (MDU) opportunities that account for over 20% of its business.

By deploying the Salesforce Platform on iPads and smartphones, Time Warner Cable enabled reps to handle approvals, signatures and complete orders on the spot, access territory maps, deliver richer presentations, and share MDU info via web portals. Combined use of Sales Cloud for forecasting and Marketing Cloud for social monitoring made the company more efficient, sped up sales cycles, improved performance in the field, and positioned the business for continued growth.

Time Warner Cable

Dave Schwehm

Vice President of Community Solutions