Client Background

Customer Name: Hardware 

Industry Type: Information Technology & Services

Core Business: Value-added technology reseller, data centre and security

Areas of operation: Europe

Employees: 70

Challenge

Hardware, an IT solutions company based predominantly in the UK, knew it needed a single, fully integrated CRM and marketing platform to be more agile, work faster and capitalise on fast-changing markets. The company sought to modernise its legacy technology and migrate to Salesforce CRM and Pardot. With just a few weeks before its legacy licences expired, the company needed a partner that could migrate Hardware’s data and complete the modernisation and implementation without interrupting Hardware’s day-to-day operations.

Solution 

Wipro jumped into action quickly, knowing the tight project deadlines Hardware faced and the risk of leaving the IT solutions company without any sales and marketing platform at all if the modernisation was not completed in time. With Hardware stakeholders involved every step of the way, Wipro deployed a single, fully integrated CRM and marketing platform based on Salesforce CRM and Pardot. With this new system, Hardware would gain increased flexibility and eliminate redundancies from its legacy system, allowing it to fully track new business activities and expand its access to marketing ROI and conversion-rate data.

Business Impact 

Within the three-week deadline, Hardware was up and running with its agile, customer-centric solution. Whereas previous processes required hours to extract and analyse data, Hardware can now fully track new business activities with the click of a button. Sales and marketing teams can see retrospective results, view a forward-looking pipeline, complete forecasting, and view campaign ROI. None of this data was previously available. Now that the information is in hand, Hardware can operate at speed, be more agile, and make informed marketing and investment decisions more quickly. The successful implementation secured the company's sales and marketing data collection strategy going forward, whereas an unsuccessful implementation would have left the company without a system to operate their sales and marketing team.