Unitrends – Existing Salesforce.com Customer

Situation – Unitrends is a 60 person VC backed company that offers “Disaster Recovery” software and hardware and is channel exclusive.

Overview – Unitrends implemented Salesforce.com in the spring of 2005 using one of the largest integrators available. After spending thousands of dollars on the initial customization, Unitrends determined that they needed additional assistance in building the channel exclusive model. Additionally, Unitrends determined that it wanted to implement the Services and Marketing modules but did not want to deal with one of the “delegated” consultants of the previous integrator.

EnablePath provided –on-going, outsourced sales operations/CRM customization with 1 person as the single point of contact that understood the business drivers. The arrangement was priced on a monthly retainer basis.

Result – Unitrends manages the entire business including sales, service & support, and marketing through Salesforce.com. They are now able to analyze the overall pipeline and forecast, and drill into any region, rep, or opportunity detail.