Kyocera Document Solutions benefits from 360-degree customer view


Salesforce, the CRM company and Intelligent Customer Success Platform, has announced that Kyocera Document Solutions Europe B.V. will start using Salesforce Sales Cloud Lightning, Lightning Partner Community and Pardot to streamline its sales and marketing activities across Europe.

Kyocera Document Solutions supplies tailor-made solutions and award winning hardware products to customers across 17 countries within EMEA.

Kyocera's challenge

As a methodology of good practice, Kyocera has over the years developed and implemented its Kyocera Sales Excellence model with a core focus on offering complete solutions to market that fit its customer's requirements. This means that sales employees are no longer regarded as mere 'Salespeople' but rather as 'Trusted Advisors'. However, in order to be recognised as a Trusted Advisor, one needs a 360-degree customer outlook. This holistic view and vantage point has lacked clarity within the organisation due to a decentralised operation, where each of its 17 country-level subsidiaries operates on their own CRM system.

Salesforce as a central portal

By deploying Sales Cloud Lightning, together with Lightning Partner Community and Pardot, Kyocera will soon benefit from having one central hub that houses all the information its sales teams need to be successful. For example, when a customer's license expires, the sales team gets an automated alert about this upcoming opportunity and have the ability to benchmark customers on this intelligent system. Lightning Partner Community will grant partners access to a central portal where they will locate all the information they need to successfully sell Kyocera solutions.

Kyocera'S Marketing Innovation Centre, which is situated in the European headquarters in Hoofddorp, The Netherlands, will use Pardot to register and follow up on sales leads, chart the customer journey, their online behaviour and share customised content with clients via campaigns or nurturing programs. By virtue of Salesforce, the bulk of all marketing materials can now be developed centrally and deployed within all 17 regions.

"Kyocera is a market leader when it comes to intelligent document solutions in addition to our award winning hardware portfolio. When we considered a powerful CRM tool, Salesforce offered us the mechanics and systems that complimented our business with their impressive array of cloud-based solutions and a European footprint to match," comments Oscar Sanchez, Executive Vice President of Kyocera Document Solutions Europe.

"For businesses to remain relevant and successful in today's market, insight into your organisation's sales funnel and a comprehensive understanding of all the marketing activities you wish to achieve is imperative. With Salesforce, Kyocera will soon have access to comprehensive, 360-degree customer views that will allow us to realise our progressive sales and marketing plans."

"Today, everyone and everything is becoming smarter and more connected than ever before. However, it's still an immense challenge to provide such a vast number of widespread sales and marketing employees with valuable information that helps them to be successful in their jobs," says Anouska Post, Regional Vice President General Sales of Salesforce. "Using the Salesforce Intelligent Customer Success Platform, Kyocera Document Solutions will be able to transform more leads into customers and to service those customers better than ever. Multiple business products will also be arranged more efficiently, which drastically lowers the cost of ownership. Salesforce and Kyocera are about to embark on a journey from which Kyocera's partners and clients will succeed."

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