CDC Software’s Pivotal CRM Solution Helps Leading Builder of Luxury Condominiums Streamline and Enhance Sales Process
ATLANTA - October 23, 2006 - Pivotal Corporation, a leading Customer Relationship Management (“CRM”) solution provider and a division of CDC Software, a subsidiary of CDC Corporation (NASDAQ: CHINA), announced today that Boca Developers, one of South Florida’s largest and most successful builders of luxury condominiums, has consolidated, centralized and significantly enhanced its sales process following implementation of the Pivotal CRM solution from CDC Software.
As demand for luxury, multi-family waterfront properties in South Florida flourished, Boca Developers saw its annual sales jump from $400 million in 2004 to $600 million in 2005. However, Boca Developers realized its methods of manually capturing and reporting critical sales data were inconsistent and inefficient. Like many builders, Boca Developers works with numerous sales offices, where each had its own method of capturing and reporting data. The company also works with sales brokers, who aren’t direct company employees and who lack incentive to follow a specific sales methodology or data collection scheme. Boca Developers implemented Pivotal CRM to improve sales processes and create the marketing, sales and data infrastructure that would allow the company to expand and scale quickly and efficiently.
With Pivotal CRM, all of Boca Developer’s customer, prospect and lead information is located in a single, centralized system so that a common, consistent and consolidated view of their data is easily accessible to a variety of different users.
“Using Pivotal across the organization has not only saved time, it has also eliminated a lot of confusion and increased our confidence in terms of understanding our sales activity,” said William Davis, systems delivery manager of Boca Developers. “Pivotal has become a central repository as well as a facilitator of good business practices, which has been very beneficial to the company.”
In addition, Boca Developers has been able to accelerate and simplify a variety of steps in the sales process just by having a clearer process and critical information more readily available. “The ability to access all customer information and pinpoint their stage in the sales cycle – when you need another signature, another deposit, and so on – and being able to control it from a central location has become invaluable,” said Davis. Boca Developers now gathers rich lead information and creates targeted campaigns and incentive programs to upgrade a lead’s stage in the sales cycle.
Davis also cited the scalability and reliability of Pivotal CRM as major benefits. “We knew ahead of time that Pivotal would support our need for scale, and it has proven to be very stable and very thorough in its end-to-end processing,” said Davis.
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