Case Study: Kelsan, Inc. achieves higher CRM engagement and sales activity with White Cup (Tour de Force BYOR)

Kelsan, Inc - Customer Case Study

Kelsan, Inc., a Knoxville-based janitorial and sanitation products distributor (customer since 2012; 75 users; running Infor SX.enterprise ERP), faced very low CRM adoption across its outside sales force—reps used a mix of third‑party tools and paper notes, and only one of 31 reps was using the company CRM. To address poor visibility into sales activity and pipeline health, Kelsan turned to White Cup and its Tour de Force platform, leveraging the Build Your Own Reports (BYOR) capability.

White Cup implemented a rolling 7‑day CRM Engagement Report via the BYOR module that tracks Activities, Appointments, Opportunity modifications, and Tasks and publishes a leaderboard to all users through the BYOR Viewer. The visibility and peer accountability created by White Cup’s solution drove notable increases in CRM activity and more consistent opportunity management—sales reps now self‑regulate against the published engagement metrics, improving adoption and pipeline discipline across the organization.

Kelsan, Inc

Blaine Keller

CRM Manager