Connecticut, US, April 21st 2020 – Workbooks, the cloud-based CRM and marketing automation vendor, announces Quatrro Business Support Services (“Quatrro”), a leading provider of tech-enabled business process outsourcing (“BPO”) services, has chosen its platform to support its future growth plans by reducing costs, increasing functionality and giving it a single view of its customers on a unified platform.
Quatrro had been using Salesforce for more than nine years, as it had been a corporate mandate for all business units within the company. In anticipation of a pending acquisition of the business and expected growth, the company was looking to switch to a more effective solution. “We wanted additional marketing capabilities that we would have had to pay extra for with Salesforce. We already felt that we were paying too much for the capability we were using. Furthermore, we wanted to increase the number of licenses to include the expected growth in our sales and marketing team, but the cost was prohibitive,” explains Kristen Flasch, VP – Sales Support and Marketing at Quatrro. “Separately, we were using Constant Contact for email marketing but were looking for a more integrated experience.”
It was time to look for an alternative. “The advantage is that we knew what we wanted. We drew up a criteria matrix and then went out to see which vendors would be able to fulfill our requirements.” The criteria matrix detailed the functionality and capabilities each member of the sales, marketing and sales support teams required from the integrated system.
After initially reducing the list to a shortlist of three vendors, Workbooks was awarded the contract. In doing so, Quatrro will be saving approximately 65% per user per month compared to the license costs with Salesforce. What’s more, the cost of switching will be covered in less than a year in license costs alone, even without considering the potential revenue gain from integrated marketing.
“We were particularly impressed with the level of service and support we received through the proposal period. It gave us a good indication of service we would continue to receive as customers.” outlines Kristen Flasch. Quatrro will certainly benefit from receiving ongoing and consistent support during implementation and going forward from the product vendor; something which would not be possible with Salesforce or many other CRM vendors.
During the six week implementation, Quatrro decided a train-the-trainer approach would be most effective; Flasch and a few of her team members were trained by Workbooks and were then able to train others in the marketing, sales and support teams. Flasch explains that “the user interface of Workbooks just makes sense” and so her teams picked up how to use the software very easily.
More functionality, better value
Workbooks Web Insights is an analytics tool that will enable Quatrro to identify website visitors, track the pages they’ve viewed, and gain access to millions of records based on one of the highest and most accurate IP match rates in the industry. “This will allow us to score leads and only pass on the better quality, more engaged ones to the sales team,” comments Flasch.
Workbooks’ email capability will enable the eight person business development team to send automated, targeted marketing messages, without relying on the marketing team, as this has been known to cause a bottleneck. Furthermore, the analytics will give Quatrro insight into the effectiveness of its campaigns.
Results and future plans
There are currently 20 users of the software and while it is still early days, the sales team are finding the layout and usability of the CRM solution to be more logical and straightforward than the previous platform. The marketing automation capability is the next to be rolled out. “We will be able to be proactive in our outreach as well as being able to measure the success of our campaigns,” explains Flasch.
Summing up the choice to work with Workbooks, Flasch says: “The people and support mean almost as much as the price and added functionality.”
Workbooks offers growing companies a SaaS platform to run their business and engage effectively with their customers – at an affordable price. Its core CRM services extend beyond sales, marketing and customer services to include powerful marketing automation, event management, order management and fulfilment, invoicing and supplier management functionalities – at a price which is typically 50-70% less than alternatives such as Salesforce or Microsoft.
Workbooks unites the entire organization around data and processes, promoting teamwork and collaboration. It provides a single 360-degree view of customers and the information is accessible at all customer touchpoints. It provides a single 360 view of customers and the information is accessible anytime, anywhere. Productivity is increased, operations are streamlined, insightful decisions are made and the business is better equipped to differentiate against the competition.