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W-Systems was lucky to be represented at SugarCon 2018 by over forty customers who attended the annual conference to learn, network, and get the most out of their CRM implementations.
One of those customers was Military AutoSource (MAS). John Cannon, the IT director at MAS, and Tom Bohanan, Software Developer at MAS, spoke in one session about how MAS uses Sugar. Here’s their story!
MAS is a trusted source for overseas military service men and women to purchase vehicles. MAS sells cars, trucks, and motorcycles in thirty different countries, partners with nine vehicle manufacturers, and has locations in one hundred offices across the world.
MAS has worked closely with the IT and marketing departments to develop a multi-channel lead generation model that they then brought to life using Sugar.
The multi-channel model implemented by MAS spans its website, mobile prospecting app, email marketing, and call center. They use each of these channels to collect leads and push them into Sugar. They then use Sugar to assign leads to sales reps and track all interactions and opportunities. Here’s more information on each channel:
Implementing a multi-channel lead generation strategy allowed Military AutoSource to collect more leads and increased the quality of the leads. Here’s the nitty-gritty details of the improvements they saw:
Because they chose Sugar and a cloud hosting option, it’s CRM deployment was easier and quicker to implement than it would have been if they did an on-premise implementation.
Their customers saw an improved experience as they received consistent experiences across multiple channels, and could contact MAS through the channel they prefer.
There is a faster lead assignment process--leads are now transferred from marketing to sales in a matter of seconds instead of minutes.
Access to collect lead data in the field using a mobile app has led to a 32% increase in prospecting for MAS.
In the future, MAS plans to expand their multi-channel strategy by also collecting leads from social media and communication applications such as WhatsApp. They will continue to increase the quantity and quality of their leads through their partnerships with SugarCRM and W-Systems. To learn more about how MAS uses Sugar, check out our MAS case study, Drive Safe with Sugar.