Case Study: Watlow achieves major sales productivity gains—each salesperson regains 4 extra selling hours/week with Xtivia's Infor CRM and MS SQL Server implementation

Implementation of Infor CRM and MS SQL Server® for WATLOW®

Watlow, a leading manufacturer of heaters, sensors and control systems, faced slowing sales growth as its rapidly expanding product line and acquisitions exposed manual, plant-by-plant sales processes and an upcoming ERP rollout that lacked front-office functionality. To modernize sales automation and integrate front-office with back-office systems, Watlow engaged XTIVIA to implement Infor CRM on Microsoft SQL Server.

XTIVIA delivered a centrally integrated Infor CRM/MS SQL Server solution that gave sales teams one place for customer and opportunity data, real-time history and reporting, and integration with back-office systems. The result: dramatically faster response times, support for 126 remote field and 130 in-house users, and roughly four additional selling hours per salesperson per week—effectively adding the capacity of several extra salespeople—along with improved forecasting and customer satisfaction tracking.

Watlow

Mike Butts

SFA Team Leader