Case Study: Carpathia Hosting achieves 50% customer growth and accelerated lead-to-cash with SugarCRM (Sugar Professional)

Carpathia Hosting Leverages Sugar Professional for Explosive Growth

Carpathia Hosting, a Dulles-based managed hosting provider for enterprises and federal agencies, was acquired in 2008 and put on a rapid growth trajectory that exposed limits in its basic salesforce.com implementation. The company needed a flexible, company-wide CRM to handle hundreds of products, complex quoting and provisioning workflows, document management, rigorous sales reporting, and integrations with existing systems.

In January 2009 Carpathia implemented Sugar Professional with NEPO Systems, streamlining quote creation, approvals and provisioning and integrating Sugar with Marketo for lead scoring and Solomon for accounting. The result was company-wide adoption, richer sales and marketing reporting, faster lead-to-cash cycles and shorter sales cycles—supporting dramatic growth: headcount doubled, data center capacity tripled and the customer base grew 50% in two years.

Carpathia

Dave Stinson

Director, Commercial Sales