Case Study: a top equipment rental firm increases revenue with Tredence's goal-setting solution

Top Equipment Rental Firm boosts revenue $150MM with Tredence

The top equipment rental firm faced a challenge with its manual and inflexible goal-setting framework for sales reps. This standalone system could not account for dynamic factors, leading to rep dissatisfaction and negatively impacting revenue. Tredence was engaged to devise a new solution that could integrate with the client's existing Salesforce.com CRM and in-house ERP systems.

Tredence implemented a Visualforce-based goal-setting solution that incorporated a baseline forecasting algorithm. This allowed regional managers to identify and update appropriate goals in real time. As a result, the client saw goal attainment increase from 87% to 96%, a 17% reduction in churn rate, and a gross incremental revenue of $150MM over 12 months. Tredence's solution also contributed to a 4% increase in overall quarterly revenue.